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Revolutionizing Smile Restoration

Summary:

Imagine a dental world where innovative implant techniques preserve bone and offer patients more options than ever before.

In this episode of the Secure Dental Podcast, Dr. Noel Liu sits down with Dr. Logan Locke, dentist, owner of Smile Clinic, owner of Capture Oral Health and Beauty, Vice President and Co-Director of the Smile Systems Institute, to talk about the development and promotion of a new dental implant technique called 3 on 6™. Dr. Locke shares insights into the evolution of their company, Smile Systems, highlighting their transition from dentures to screw-retained fixed prosthetics. They discuss the importance of providing patients with various options and stress the significance of proper training and experience for the 3 on 6™ procedure. Dr. Locke touches on the ethical aspect of patient care, emphasizing the need for comprehensive patient education and awareness. He also expresses his aspirations to expand services nationally and to raise awareness and knowledge about the innovative 3 on 6™ technique through various educational channels.

Tune in and discover the ethical commitment behind Smile Systems’ mission to empower patients with comprehensive knowledge about their dental implant choices!

Secure Dental Podcast_Dr. Locke.mp3: Audio automatically transcribed by Sonix

Secure Dental Podcast_Dr. Locke.mp3: this mp3 audio file was automatically transcribed by Sonix with the best speech-to-text algorithms. This transcript may contain errors.

Dr. Noel Liu:
Welcome to the Secure Dental Podcast. Two conversations with the brightest minds in the dental and business communities will share practical tips you can use to scale your practice and create financial freedom for yourself and your family. My name is Dr. Noel Liu, CEO and Dentist at Secure Dental and also co-founder of DentVia. I'm your host for the Secure podcast and I'm so glad you're joining in. All right, guys, this is Dr. Noel Liu here with our Secure Dental podcast. Now, today, I'm doing something really different. I'm not in front of a screen. I'm here live here with Dr. Locke. And this gentleman has flew in from Utah for our show here at Signature Art Smiles. So, let's start. Tell me a little bit background about yourself.

Dr. Logan Locke:
From Salt Lake. So we got, my partner and I Randy Roberts got into implants long time ago. And we started kind of seeing our patient population change as far as old mouth rehab goes. And I don't know if you've.

Dr. Noel Liu:
How did you and Randy meet?

Dr. Logan Locke:
His nephew worked for him, and I knew his nephew, so I got out of dental school.

Dr. Noel Liu:
Wow.

Dr. Logan Locke:
Okay, okay. And got in contact with them. And so they brought me on and credit to Randy, he let me do anything I wanted to do. We were doing some really inexpensive implants, and we just got just a crazy amount of experience, tons of.

Dr. Noel Liu:
Start somewhere, right?

Dr. Logan Locke:
Yeah, you could start there. And it was experience that kind of drove us through the fields, getting further and further into the full mouth rehab.

Dr. Noel Liu:
So that's a great story, because when I started, I started doing implants for free. Yeah, you just did for free. And I was like, you know what, let's just charge for the crowns. And we got tons and tons with those four. We think we hit four digit implant numbers in, like in a matter of a couple of years or something. Oh yeah.

Dr. Logan Locke:
You just push them out. Yeah. People flock to lower cost implant and you do what you can for as long as you need it, and you got the experience where you're doing the best work.

Dr. Noel Liu:
No. Absolutely, absolutely. You know, for for me, my mentor told me that if you're going to place 500 implants, right, the next 500 would be the first 500. You fix it. Yeah. Yeah. Was that the same scenario for you? Yeah, yeah.

Dr. Logan Locke:
You make some mistakes, you learn and figure out what stuff works and what doesn't, and you take more, and you start seeing what other guys are doing and incorporating that into your practice. And then you incorporate bone grafting and all this different stuff. You just add and add and add nice, nice point where you can, you know, take on whatever you want.

Dr. Noel Liu:
So when you got out of dental school, did you start implants right away or did you like go through the process of doing general dentistry?

Dr. Logan Locke:
I started I went to Creighton and my school, a really good school, and they had a really good program for implants. So by the time I had left, I had placed or participated in placing like 30 implants in school.

Dr. Noel Liu:
School.

Dr. Logan Locke:
Wow. Okay. Left. I had a really cool mentor from South Dakota, Dr. Lewison, and he let me do a ton. And I went up to his office frequently and we just kind of hung out with him. He just did a lot of implants in South Dakota.

Dr. Noel Liu:
And so that is where you got the passion?

Dr. Logan Locke:
Yeah, it was just nice. I loved it when I was in school. And so afterward when I actually got into a residency program, that kind of a hundred implants or so in a year, which I thought was great.

Dr. Noel Liu:
Did you get to place 100?

Dr. Logan Locke:
You know, I ended up kind of bailing on that when I met Dr. Roberts.

Dr. Noel Liu:
Oh, okay.

Dr. Logan Locke:
And so I bailed on my residency because they kind of had a more promising experience. I ended up probably doing triple that.

Dr. Noel Liu:
First-year out of school. Did you place any implants?

Dr. Logan Locke:
Oh, my first year out of school, I probably placed 300.

Dr. Noel Liu:
Wow.

Dr. Logan Locke:
So it was a good choice. It was a hard choice to make in the moment to skip the residency program, but I got really good experience.

Dr. Noel Liu:
Did you ever do any general dentistry?

Dr. Logan Locke:
I do a lot, I still do, I enjoy okay, okay, molar root canals I enjoy.

Dr. Noel Liu:
You still do those.

Dr. Logan Locke:
Oh, I still do that all. Yeah I enjoy veneers.

Dr. Noel Liu:
Oh, nice.

Dr. Logan Locke:
I'll still do I like and I think the aesthetic side of dentistry doing a set of veneers can contribute to success. And the.

Dr. Noel Liu:
Full arch is.

Dr. Logan Locke:
3.6 full arch right? Right. Same thing, same thing with dentures. I tell everyone if you can do a really solid wax rim because people don't do wax rims as much anymore, but learning how to do a wax rim if you can get incisal positioning in your midline and lip posture, all that kind of stuff. That's what in the operating room.

Dr. Noel Liu:
So it's kind of like learning how to do dentures.

Dr. Logan Locke:
If you can do a really good denture.

Dr. Noel Liu:
You can do this three on six.

Dr. Logan Locke:
You can do the prosthetic side of this. Now you've got to you've got to. That's the hard part with FP1 is you're incorporating the prosthetic side, the surgical side, the tissue, and everything together. You've just got to merge it all.

Dr. Noel Liu:
And perio and yeah all of all of it surgery. So no that's great. So tell me something real quick. When did you move to Utah?

Dr. Logan Locke:
I grew up in Utah, so I've been there.

Dr. Noel Liu:
Oh, so you went to school? Okay, I understood school.

Dr. Logan Locke:
I actually did my first year of dental school with the students at the University of Utah with med students. Oh, wow. Was a program that doesn't exist anymore. So we did one year at the University of Utah, then three in Omaha. Creighton.

Dr. Noel Liu:
Oh that's great. That's great. So today, what's going on in your life? Like what do you kind of tied in?

Dr. Logan Locke:
So, Doctor Shore, he came to us for a training and this was one six.

Dr. Noel Liu:
Last year or some some earlier this year.

Dr. Logan Locke:
A few months ago.

Dr. Noel Liu:
Few months ago.

Dr. Logan Locke:
We weren't that that long ago. So, Dr. Shore, he's passionate about this stuff. As you know. He loves it, right? He came to our training. We've been developing 3 on 6™ for a long time. There's a couple of things special. Think about 3 on 6™

Dr. Noel Liu:
So what is 3 on 6™

Dr. Logan Locke:
So 3 on 6™ is a classification of FP1 okay. Which is keeping your similar tooth shape and size okay when you're doing full mouth rehab, and the way we do it, we break it into three bridges once the healing process is complete.

Dr. Noel Liu:
Okay? Which is why. The first one was three. Yeah. Okay. Okay.

Dr. Logan Locke:
Three bridges on six implants. Gotcha. So there's a couple things that have really helped with 3 on 6™. The patient side, you're getting a lot of people and a lot of patients with the way the internet is and the way people do research now. They're starting to realize that there's an option beyond Fp3. Correct? Correct. And this is where I was kind of getting to at the beginning, our patient base, is getting younger and younger.

Dr. Noel Liu:
Exactly.

Dr. Logan Locke:
It's I mean, you're seeing a lot of extradition that's just annihilated the teeth really broken down the dentition. And I'd had to do a young lady from Atlanta, she was 26 years old.

Dr. Noel Liu:
Oh wow.

Dr. Logan Locke:
That was you know, so if you think about doing an Fp3, sometimes that's the only option. Right. And we're not playing the use of Fp3. But in a 26 year old that has good, relatively good tissue, relatively good health, sure. Bone levels, they've just got broken down dentition. So what are they doing that amount of bone. Yeah.

Dr. Noel Liu:
So what are they looking for typically like when they want to let's say want to extract. Otherwise before FP1 what was the other option, like a denture maybe? Right.

Dr. Logan Locke:
Yeah, a denture, or they're going Fp3 in there and then.

Dr. Noel Liu:
Just taking.

Dr. Logan Locke:
Bone off you know. And in a 26 year old. Yeah that's tough because what if the implants fail.

Dr. Noel Liu:
And then now you got no bone, right.

Dr. Logan Locke:
Where are you leaving them? Even if they have to go to a denture.

Dr. Noel Liu:
See that was my whole issue with Fp3 is because they're treating it like one size fits all. Yeah. And cleaning up the arch and just placing four implants. Six implants.

Dr. Logan Locke:
And you've seen these bone trophies. You know, that was a big thing for a while. It's kind of slowed down a little bit. But we saw a lot of and when I got out of school, we were seeing a lot of people posting bone trophies where they were just even with the implants.

Dr. Noel Liu:
Right. Well, they were.

Dr. Logan Locke:
What they were doing. You see, the guys that would just saw off, they would leave the teeth in and they'd just take a 5-57 and yeah, yeah, flat plane it, break that all off, and then pick the root tips out, which is a quick way to do it, obviously. But when you're moving that amount of bone on a healthy patient, it just doesn't make any sense.

Dr. Noel Liu:
So the way I look at it this way, it's the FP1, it's more like an option. Like you have a separate option for younger patients with good alveolar ridge. Right. Good height. And why take it out when. Yeah when the patient has good bone.

Dr. Logan Locke:
If you think about it. And we do this frequently, if you're an implant dentist you've probably done an implant bridge 7 to 10. Right. Someone that's lost those front four teeth. We do it all the time. We do a bridge 7 to 10. You're not hacking off a lot of bone, right? And when we're doing that, it's the same thing.

Dr. Noel Liu:
Same concept.

Dr. Logan Locke:
Yeah, we're just extending that to the posterior as well.

Dr. Noel Liu:
So any listeners like listening out there. Right. They're not they kind of need to understand. It's like doing immediate implants. Yeah. Right. And then doing immediate with like a bridge.

Dr. Logan Locke:
And immediate and it we're immediately loading the majority of the time.

Dr. Noel Liu:
Right.

Dr. Logan Locke:
Reason being we're trying to develop Pontic sites. We're trying to create tissue. You can do that without immediately loading, it's just a lot harder. Once the implants have integrated tissues kind of healed into a flat, it becomes a lot more difficult. So you can immediately load it and you have a good prosthetic design, takes a good lab that knows how to do it, and then it takes a good amount of training in order to figure out where you're positioning everything in order to create the tissue. A.

Dr. Noel Liu:
Absolutely, I was here this morning, and this patient you guys did a case last night yesterday finished up last night. Patient was walking out. Looked amazing. He was happy I mean yeah he was excited. Yeah he's excited I mean he was even that older kind of a gentleman. And and you guys really rocked it out.

Dr. Logan Locke:
Alex did a Dr. Shore did a great job. Yeah. Crushed it yesterday. Timing went really well. Patient woke up super smooth. And today he was ecstatic.

Dr. Noel Liu:
So today you are. We are here in his office in Chicago. You guys flew out of Utah, right.

Dr. Logan Locke:
So when we after we do our training, this isn't hard thing to do. Yeah. And we don't ever downplay that. We actually when we bring people into our training, we kind of make sure they're qualified for it. At this point. We used to take anyone on.

Dr. Noel Liu:
So based on that statement, who is it for?

Dr. Logan Locke:
This is for...

Dr. Noel Liu:
Who would be like an ideal student coming in, into the course?

Dr. Logan Locke:
Someone like, Dr. Shore that's done FP3 okay, that has an extended amount of implant experience. Sure knows how the bone graft that just needs a little bit more training and skill in order to do that arena, the FP1. If you haven't done a lot of implants, we need that experience beforehand. You're going to experience failures. Anyone that places implants.

Dr. Noel Liu:
Correct. Correct.

Failures. And you have to know how you're going to deal with those.

Dr. Noel Liu:
So so in your definition of experience, what would it be for someone who is placed, let's say, you know, 1500 implants? And is that are they...

Dr. Logan Locke:
A good place, five, 600 implants? Okay, of course, of a career if you, you know, you know how to do socket preservation. Sure. I think ridge augmenting is a really good thing to know about. We try and avoid sinus work if we can. So but, occasionally we've got to do some sinus lifting, that kind of thing. So if you have that good surgical background and if you've done FP3 and you've dealt with the complications, right, it's not much different going into FP1.

Dr. Noel Liu:
Just tweaking it a little bit here and there.

Dr. Logan Locke:
Right. And we're figuring out how to be a little more conservative. And the tissue management, that's where tissue management, tissue management becomes more complex.

Dr. Noel Liu:
I'm really intrigued with FP1 and 3 on 6™ is because there's not a lot of bone reduction. And I think that's huge. Yeah. You know people need to understand that as providers we need to give our patient options. Right?

Dr. Logan Locke:
And that's what it's about. It's about being able to think ethically. We have to present those options and say, even if you can't do FP1, the patient should know that that is an option out there, right? Correct. And that they have good enough bone that they can keep it. It just needs to be done properly.

Dr. Noel Liu:
So with that being said, do you still do FP3s?

Dr. Logan Locke:
Yeah. Yeah, yeah. I mean sometimes that's the only thing you can do. Correct. Right there in a denture. And they come in, they've lost a lot of alveolar, lost height. You've got to build back up. Then FP3 is the option to, you know, FP2 you can do some longer, longer teeth. So it's good to have all the.

Dr. Noel Liu:
All the options on the table. Right. So 3 on 6™? Tell us a little bit about it. Who are the founders? What's going on? And what's the projection and what's the future for 3 on 6™? Yeah.

Dr. Logan Locke:
So Smile Systems is the parent company Smile Systems that was started by my partner Dr. Randy Roberts.

Dr. Noel Liu:
Okay.

Dr. Logan Locke:
I partnered in with him at our clinic in in Taylorsville, Utah, and then in me and him. I was kind of at the beginning process when he started doing that.

Dr. Noel Liu:
Oh, wow.

Dr. Logan Locke:
And we were doing them with Cerec. We were doing them for 10,000 an arch.

Dr. Noel Liu:
So you guys just kind of like, what were the Warriors,right? The trailblazers. Right? Yeah. Yeah, yeah.

Dr. Logan Locke:
Figuring out how to do it because we weren't keen on the idea of just chopping off all these people. So we started off, really humbly and designing things ourselves, and it took forever. And it was hard. And we did start off with dentures and then we would we would load afterwards.

Dr. Noel Liu:
Wow!

Dr. Logan Locke:
And then we slowly we, we started building our own lab that was able to handle these cases. And we brought on more experienced people and, and eventually we got to the point where, well, and then we were doing it cement retained which was fun difficulties.

Dr. Noel Liu:
Okay.

Dr. Logan Locke:
But it worked, it worked and it worked well. But then screw-retained complications were harder to manage.

Dr. Noel Liu:
Correct, correct.

Dr. Logan Locke:
And then we, we we had a really good partner in that helped us kind of move on to more screw retained. And that's kind of where we are right now as a screw-retained fixed prosthetic immediately loaded. We did the whole.

Dr. Noel Liu:
What did the whole process look like? Like how many years?

Dr. Logan Locke:
Let's see. I think I did my first 3 on 6™, that was designed by Sarah probably 5 or 6 years ago. Wow. Okay. 5 or 6 years of development and.

Dr. Noel Liu:
Just perfecting.

Dr. Logan Locke:
The system. Perfecting the system. Right. And Randy, he started off doing maybe 1 to 2 a year, and then it worked into it started to get a little more popular. And then the name became well known. We created the content, and we're starting to help patients be aware that there's another option.

Dr. Noel Liu:
Another option. Absolutely.

Dr. Logan Locke:
They don't understand FP1, FP2, FP3, no, no they're not going to research FP1.

Dr. Noel Liu:
So how did you guys come up with 3 on 6™? The name?

Dr. Logan Locke:
I think it was probably a play on all on right.

Dr. Noel Liu:
Right right.

Dr. Logan Locke:
And so it was well let's how many implants do we need to look at the bridge. 7 to 10.

Dr. Noel Liu:
Sure. Sure.

Dr. Logan Locke:
That all the time or we do a bridge in the posterior if they've got bone and we say okay, well how many do we need to get that in? We need three on six. We also.

Dr. Noel Liu:
Hold it. That's a great name by the way.

Dr. Logan Locke:
Four on eight. So some people, if they have a little bit more bone in the posterior and they want to split the midline, which is a little more aesthetic. Right. We can because right now our implant positioning basically goes 3-6-7, 10-11 four. Oh wow okay okay. That's kind of the what we're training is a standard implant positioning.

Dr. Noel Liu:
Correct. Correct.

Dr. Logan Locke:
And then we deviate from that if we need to.

Dr. Noel Liu:
So you could have eight implants. You could have six implants. Yeah.

Dr. Logan Locke:
So four on eight. We'll do four bridges over eight implants. Sure. That creates a split right at the midline, which is the aesthetic option for some patients. Gets them a little bit more teeth in the posterior. So that's not true.

Dr. Noel Liu:
So what's the future?

Dr. Logan Locke:
Future is patient awareness. We're we're growing. We've got YouTube channels. People are watching our videos. They're starting to learn. We've got a lot more out there on social media than just once you get this.

Dr. Noel Liu:
Awareness right, right.

Dr. Logan Locke:
Patients understand that you're getting these these younger people and they're going in and they you don't don't know if you've had a consult for an all in four. You generally don't tell them, well, I'm going to shave off ten millimeters.

Dr. Noel Liu:
And that does not go very well with someone.

Dr. Logan Locke:
It's not going to go super well. So a lot of times they don't know. We had a video of a young lady that had it done on, it was a TikTok video. She had it done and she opened up her mouth and she was showing the camera the picture of the full FP3 on her lower, and it was a good looking FP3. I think it was done really well, but it was synthetic. It's thick, it's thick. So she wasn't aware that that's what it was going to be. And so we had one of our 3 on 6™ coordinators made a video kind of explaining the difference with three on six, the size of the bridges being a lot more natural feeling. And I think within two days that had 90,000 views or something like that.

Dr. Noel Liu:
Wow!

Dr. Logan Locke:
You're starting to get patients aware of this being out there. But the other trial is getting the providers that are able to do it for one's heart.

Dr. Noel Liu:
It is, it is, very, very technique sensitive. Right. You guys are making the patients aware, the community aware of it. What about the education portion? Like, are you guys like actually taking time to explain to patients and on your YouTube channel?

Dr. Logan Locke:
Yeah. So on the channels we're explaining what it is, why it's important to know about it, the how you can preserve bone.

Dr. Noel Liu:
Very nice.

And then like I said then it's okay, we need a provider and Doctor Shore he's done, and Smile Systems is kind of designed to not only provide the training for it or we also help with the marketing. We're creating the content.

Dr. Noel Liu:
Exactly.

Dr. Logan Locke:
And Doctor Shore being here in Chicago, he's just...

Is he like A one-off for you guys?

Dr. Logan Locke:
We have we have a lot of providers that are doing really well. This is start. This is probably the first big market we've entered into. And we've got a few more coming from bigger markets San Diego, Austin I think. So these bigger markets are starting to come.

Dr. Noel Liu:
So the plan, is to spread nationwide?

Dr. Logan Locke:
Yeah. We've got once we can start doing once we have the providers available, then we nationwide marketing in Utah at our office we're getting it's basically Doctor Roberts, myself, and then we have Doctor Weisenberg. This is all we're doing now. Besides, I like to throw in some general...

Dr. Noel Liu:
General Dentistry here in there.

Dr. Logan Locke:
You know, just keeps me know that's.

Dr. Noel Liu:
That's love it.

Dr. Logan Locke:
Skills up. But we're we're doing over 30 arches a month of just...

Dr. Noel Liu:
Wow!

Dr. Logan Locke:
3 on 6™.

Dr. Noel Liu:
Wow!

Dr. Logan Locke:
And we have patients flying in from all over the country. Well, we, ideally we want those patients to be able to get this procedure done close to them.

Dr. Noel Liu:
Right, right.

Dr. Logan Locke:
Do this out of state.

Dr. Noel Liu:
So that's incredible.

Dr. Logan Locke:
Yeah. So we want and you know a testament to our marketing. Dr. Shore has been just getting consult after consult. I think this is already, so we did three arches this weekend. I think he's already done four.

Dr. Noel Liu:
Correct.

Dr. Logan Locke:
Beyond this. So in the first three months and he's killing it, he's got another four arches planned. Yeah he's he's doing really well. He's ramping it up and he's ramping up good.

Dr. Noel Liu:
No that's great. So for a provider like who's looking into this course, how do they get a hold of the course coordinator? Or whoever is putting this together? What is the info?

Dr. Logan Locke:
On 3on6.com There's information on...

Dr. Noel Liu:
3on6.com okay.

Dr. Logan Locke:
They can they can also contact us my on through Instagram. We have three on six on Instagram okay.

Dr. Noel Liu:
Three on six. And so it's number three.

Dr. Logan Locke:
Number three.

Dr. Noel Liu:
On. And number six. Yeah. Awesome. Well any last words.

Dr. Logan Locke:
No no. We're excited to be here. Dr. Shores I know he's we love coming. It's been fun to come out here and see his progression already since his training.

Dr. Noel Liu:
I mean, he called me up last night. He's like, hey, you know what? Doc's coming in and you know he's going to have a team, you know, come out here and help him out. I was like, all right, cool. Count me in. He's like, yeah, you should come over. And I'm like, all right, cool, man. It's been fun. And yeah, it's been so exciting. Like speaking with you and knowing like the kind of a little background about 3 on 6™ and how you guys started. Yeah. So that was awesome.

Dr. Logan Locke:
Yeah. Appreciate you coming.

Dr. Noel Liu:
Well, great. Hey, thank you very much for your time.

Dr. Logan Locke:
You're welcome.

Dr. Noel Liu:
All right, all right, ladies and gentlemen, so this is Dr. Noel Liu checking out. Make sure to, like, subscribe. And we will be in touch, checking out with Doctor Locke. And we're going to finish up the surgery with Doctor Alex Shore. Back in.

Dr. Noel Liu:
Thanks for tuning in to the Secure Dental Podcast. We hope you found today's podcast inspiring and useful to your practice and financial growth. For Show notes resources and ways to stay engaged with us, visit us at noelliudds.com. That's N-O-E-L-L-I-U-D-D-S.com.

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About Dr. Logan Locke:

Dr. Locke graduated Magna Cum Laude from the University of Utah with a degree in finance. He was then accepted into the prestigious Regional Dental Education Program and attended Creighton Dental School on scholarship.

 

Dr. Locke loves all aspects of dentistry but has received extensive training in oral surgery and implants. He is also trained in facial esthetics, including the use of Botox and dermal fillers.

Things You’ll Learn:

  • The 3 on 6™ dental implant technique aims to minimize bone reduction and provide more options for patients requiring full mouth rehabilitation.
  • Successfully implementing the 3 on 6™ procedure requires extensive experience, proper training, and possessing strong surgical skills.
  • It is ethically imperative to provide comprehensive information and educate patients about various treatment options.
  • Smile Systems has a focus on providing training and support to qualified practitioners, as part of their mission to advance the awareness and adoption of the 3 on 6™ approach in dental implant procedures.
  • There is a need for ongoing, comprehensive patient education, and Smile Systems is committed to spreading awareness through various channels.

Resources:

Categories
Podcast

Strategies for Dental Practice Expansion

Summary:

Are you a dentist looking to grow your practice?

In this episode of the Secure Dental Podcast, we are delighted to have as a guest, Vu Kong, owner and founder of High Point Dentistry, who shares lessons and strategies in the dental field that he learned throughout his efforts to grow his dental practice. Dr. Kong discusses the initial challenges he faced when starting his practice, emphasizing the trial-and-error approach and the importance of learning practice management. He touches on key aspects like understanding the revenue cycle, addressing employee retention issues, and delegating tasks for efficiency. In this conversation with Dr. Noel Liu, Dr. Kong highlights the significance of mentorship, collaboration, and having a clear vision for the future in the context of managing a successful dental practice.

Tune in for valuable insights from Dr. Kong’s journey around dental practice management and growth!

Secure Dental Podcast_Vu Kong: Audio automatically transcribed by Sonix

Secure Dental Podcast_Vu Kong: this mp3 audio file was automatically transcribed by Sonix with the best speech-to-text algorithms. This transcript may contain errors.

Dr. Noel Liu:
Welcome to the Secure Dental Podcast. Through conversations with the brightest minds in the dental and business communities, we'll share practical tips you can use to scale your practice and create financial freedom for yourself and your family. My name is Dr. Noel Liu, CEO and Dentist at Secure Dental and also co-founder of DentVia. I'm your host for the Secure Dental Podcast, and I'm so glad you're joining in.

Dr. Noel Liu:
All right, ladies and gentlemen, welcome to another episode of our Secure Dental Podcast, where we bring guests in from in and outside the industry. And today, we have Dr. Vu Kong. He is a practicing dentist in Austin, Texas. He moved from Chicago, Illinois, that's where I'm based off, and he's the owner and founder of High Point Dentistry. High Point Dentistry is top 5000 fastest-growing Companies by Inc.com. Dr. Vu Kong is the owner of High Point Dentistry, and he first received his bachelor's degree in mechanical engineering from Michigan State University. Engineering's technical aspect appealed to him, and he applied them to his dental practices. He is a graduate of University of Detroit Mercy School of Dentistry and is a third-generation dentist, as his father and grandfather were both dentists. That's awesome. He is a member of the American Dental Association, the Academy of General Dentistry, and Dentist Entrepreneur Organization. With a vision, he created a patient-centric dental practice that prioritizes the comfort and satisfaction of his patients. High Point Dentistry has now expanded to six dental offices across two states and providing comprehensive dental services that are privately and doctor-owned. The offices are the top-rated dental offices in their respective area of over 2505 star Google reviews. High Point Dentistry is committed to ethical and compassionate patient care and has helped build a loyal following of patients who are treated like family. Dr. Kong, that's awesome. Good to have you.

Vu Kong:
Thank you. Thanks for having me. I guess I could have kept that bio a little shorter.

Dr. Noel Liu:
No, no, I love it. I love it. So here's the thing, right? In dentistry, we always talking about like Google reviews, we're talking about what do we do different, and for you to do that over six locations, that's awesome. I just wanted to take this time and have you start off, how you got started, what is some of the challenges and some of the successes that you went through when you started right after dental school?

Vu Kong:
Yeah, you know, after dental school, if it's okay with you, I'll go a little bit back, just tell you a little bit of my history. My parents are from Cambodia in Southeast Asia, so if you know the history of the area, there was a civil war that broke out. My parents were fortunate enough to escape that war, and they went to a refugee camp in Thailand, and that's where I was born. We were sponsored by a Catholic church to come to the United States, and for me, I just live the traditional immigrant life. Just, my parents owned a restaurant, worked hard, and just learned all the values of hard work and with them, and that's a little bit of history about me before dental school. But after dental school, we, I just took the job that I could, out in Rockford, Illinois. You remember you were like,

Dr. Noel Liu:
Hey, I was there with you. Yeah, so for the audience, I know Doctor Kong since, I don't know, 2009, 2008, something like that. And we both worked as an associate at a dental company, and that's when me and him, we hit it off. And I just want to know, I know you've been through a lot, right? How has coming to this country and what you went through shaped what you're doing right now?

Vu Kong:
Yeah, I didn't mention ... my father was a dentist too, and his career was cut short, and he only worked in private practice for about a year. And when he came to the United States, he didn't have that opportunity to go back to dental school.

Dr. Noel Liu:
You wanted to make that happen, right?

Vu Kong:
Initially, it wasn't even on my radar. Growing up, I didn't even know he was a dentist, and I went to engineering school, and just didn't really appeal to me sitting in a cubicle all day. And I wanted to own my own business after seeing what my parents went through with their business, I wanted to be able to provide some value to the community. And when I found out he was a dentist, I was like, Hey, that'd be cool. That did, what he did and carry on that legacy. And so, right, I made that last-minute change and glad I did it.

Dr. Noel Liu:
No, great, great. Fast forward now, when you started like opening up your first practice, tell us a little bit about what was it like, what were the challenges, and how did you overcome them, like your first dental practice?

Vu Kong:
Yeah, that was a very challenging time back then. There's not as many resources that everybody has now in the dental field. We've been through that too, but it was just trial and error and learning how to deal with insurances, learning about AR, all that stuff, we just had to learn by yourself, right? And just doing it trial by error and making sure that you figured out what needed to be done before you trained your employees on how to do it. So it was really just figuring things out, Googling things, and,

Dr. Noel Liu:
Wearing all the hats, right?

Vu Kong:
Yeah, wearing all the hats.

Dr. Noel Liu:
No, because when we started off, a couple of things, like you said, like you just brought it up figuring out the AR, trust me, when we started, we, I did not even know compliance was part of it. We need to have some of the, like, disposables in the red bags. Those were all like trial and error, right? You don't know these things 'til somebody comes knocking on your door. And many times when you find out, like when you are starting off, you wish you had a checklist, right? You wish you had something which is going to make your life easier. Okay, go, okay, I need to do this, not knowing anything and just starting off. So tell us a little bit, what did you do to overcome it? You said trial and error, but was it something else that you employed, like in your practice, to make it a little bit more efficient for you and your team?

Vu Kong:
Well, I think from 0 to 8 years, that was the, that's how we figured things out. It wasn't the best way, but it really wasn't until eight years into it. It was really when we started to create these checklists and systems, and we had to, the mentality to grow. For me, I didn't really have a reason to do it, and it wasn't really until probably 4 or 5 years ago. I remember I had just finished a root canal. I was in my office writing my notes, and I heard this knock on my door, and it was one of my first employees, she had came in, and she said, Hey, Dr. Kong, I'm thinking about quitting, and I was shocked. This employee had been with me since we had opened the practice and helped me grow that practice, and she said that there wasn't any opportunity to grow within the practice. And that was really when I realized that, Hey, I've got to do something if I want to retain my employees, I have to grow because I wanted my employees to grow with me. And that was really when we took the initiative to grow from one practice to six in the last 3 or 4 years, because what we're all about is just growth and offering opportunities for our employees to grow with us, but starting to delegate some of those things, employees, it's hard. You want to do everything.

Dr. Noel Liu:
Correct, correct, and that's one of those biggest things that I learned, and I found it challenging, was, how do you delegate? And today, if somebody is doing something which is like even 60% to 70% as good as I am, it's out of my checklist, it's out of my plate, and it's gone, it's delegated to make sure. One thing we have to understand as entrepreneurs, as practice owners, that eventually, everyone leaves, and that is a huge lesson on this part here as well. And you went through that, I go through that multiple stages. It's all about while they are here in the office; how do you create this winning culture? And you brought up a good point, like 0 to 8 years, right? And I feel like if I go back to the consulting breakpoints that we had, I'm sure you're aware of it, right? Like 0 to 1 million, that's breakpoint number one. And when we are going through that revenue breakpoints, we need to understand like is the system and the processes that's at play. And then once when you hit that $3 million breakpoint, what do you do then? Then it becomes like, how do we become more efficient? And then we hit the third breakpoint. Now it becomes the who are we associating with? Who's on, our team members? So I think this is something where we all went through the growing pains and something for us to consider going back and making sure, like anybody who's listening who is in the same boat, they need to understand where they are at their revenue cycle. How important do you think that is?

Vu Kong:
Oh, that's huge, because you don't know what these breakpoints are until you actually get there.

Dr. Noel Liu:
Until we hit them, yeah.

Vu Kong:
Oh gosh. Like you had mentioned, zero three is just all about focusing on your leadership skills and,

Dr. Noel Liu:
Huge.

Vu Kong:
Developing yourself, investing in yourself. And then after that, once you hit certain targets. Oh, my gosh. Yeah, you're absolutely right. Who, right now, we're in that breakpoint, like, trying to figure out who we need to continue to grow, and it's challenging, definitely challenging.

Dr. Noel Liu:
It's challenging, and even right now, we are still navigating through the forest and through the rough waters, right? It's never-ending.

Vu Kong:
Yeah, it seems like you get through one and it gets even harder. I thought it was supposed to get easier.

Dr. Noel Liu:
No, I love it. I love it. One of the things that I started here was something called a company called DentVia. I'm not sure if you've heard of it. It's a virtual assistant company. And what I did was, because, again, when we talk about the who, how do we delegate some of the staff, how do we supercharge some of our team members hoping that they don't quit, hoping that they are going to be around for a while, and that's what I did, getting these agents there. And it's been working out phenomenally right now because these guys are like a back-end office work, so they help the front desk quite a bit, like supercharging the front desk. They're not there to replace anybody but just to help them out, and so that has helped us quite a bit with our retention rate with people. It's, we are living in different times, like after the pandemic, everyone is like an off-site working kind of people. They all want to be like a remote assistant. So, with that being said, any of your offices, do you see like the turnover because they have worked too much?

Vu Kong:
Yeah, that's, I felt like last year, or like last two years, really were all about just the mass migration out of dentistry. And yeah, the problem was like the last two years was just employment keeping, retaining, training. And I feel this year is all about just our margins being squeezed with everything, with the cost of employment, the cost of supplies. But yeah, we've had to outsource some of our staff roles as well. Like we use a company called Zim Work, but it's a remote team that we use, they're out in Zimbabwe. And yeah, because retention was such a big problem that we had to figure out another way to to outsource some of these tasks that we typically do in the office. And so it's been helpful, definitely helpful, when we are trying to grow like we're at this point with the office where it's growing. We don't need another staff quite yet, but we have a remote team, so they act as a buffer for that transition.

Dr. Noel Liu:
Yeah, it helps. And that's exactly where my growing pains started from when we were trying to do our own and trying to figure out, okay, how do we get to some of the remote teams, how do we access these guys? And I'm a kind of a control freak myself, so I want to make sure I have the QC under my belt. So with our team remotely, I'd made sure they are in a secure building, and they are, make sure they have those access cards. And just to ensure, again, HIPAA compliance and the whole nine yards. In your opinion, at this point in time, how important do you think these remote agents are playing for you?

Vu Kong:
Yeah, for sure. It's a big asset to us. I think every dental office should look into that because, like I mentioned before, when somebody calls in sick or you have an employee that goes on maternity leave, you got to be able to fill that gap. And it doesn't make sense for you to hire somebody.

Dr. Noel Liu:
Correct.

Vu Kong:
... somebody when you have another option now.

Dr. Noel Liu:
Exactly.

Vu Kong:
Since you're a company that you've started, I think that's a great resource that you can fill in those voids because a lot of that stuff can be done remote, and I think now we're all starting to realize that.

Dr. Noel Liu:
Realize that, absolutely, absolutely. What would you say if you were to name three things that attributed to your success, just like off the head, like the first things first, what would it be?

Vu Kong:
Oh, I think now it's about collaborating like,

Dr. Noel Liu:
Awesome.

Vu Kong:
What we're doing right now, collaboration, I think, is one. Being persistent is another, and just not giving up on what your dreams are.

Dr. Noel Liu:
Just have the goal there. Eyes on the prize.

Vu Kong:
Yeah.

Dr. Noel Liu:
No, awesome. With the future coming up, what are you looking at? Where is High Point going to be? What's your plan, your vision?

Vu Kong:
I'm sure you may be, may or may not agree with this, but like for us, growing is almost like a, it's not an offensive strategy, it's like a defensive strategy. With where dentistry is heading, the consolidation in dentistry is just going to continue on. And for us to continue to have a provider-owned practice, right, we have to grow because there's leverage that most dentists don't know that these companies have, and we're the ones that are being squeezed, whereas their reimbursements or supply costs are improving, ours is being squeezed. And being able to have at least some negotiating power definitely helps. We're still at a small scale where we have just a little bit. We're starting to see some of those economies of scale. Our vision is continuing to grow. We're going to continue to grow until we feel like the quality of care is being affected, but we want to grow because we want to offer opportunities for our employees to grow within the organization. And that's really what drives me, is just seeing people that start off at entry-level jobs and become managers, and that's really the fun part.

Dr. Noel Liu:
Hey, that's always a fun part because you know what? We expanding, right? We're expanding, We're growing. It's not I met this gentleman, Dave Meltzer. We had dinner last night and this guy is from Sports One, pretty well affluent guy. He said something about an effect of, once when we are in our field, do not think about transition, but think about expansion. And that just hit me because every time we are thinking about, oh yeah, what's going to happen after dentistry, what's going to happen after dental school, right? What's going to happen after the job, the next job, and what do you put in my head was, think about expansion like in your current field and then expanding to the next thing that you're going to do. And I was like, Wow, okay. Never thought of it, not, never thought of it that way. And yeah, that's awesome what you just said because yeah.

Vu Kong:
That's great. I think that thoses are words of wisdom right there because we always get something waved in front of us.

Dr. Noel Liu:
And I love what you're doing and I love what you do, how you think about things like your mindset and my mindset like just we're on the same frequency. If you're not expanding, you are, you're shrinking, pretty much you're just going down, and eventually, gravity pulls out. So it's like a defensive play right there, like you said. So I love what you said. So yeah, With that being said, how many associate doctors do you have right now?

Vu Kong:
General Dentists, I think we have about 12 and then we have four specialists as well, we have the oral surgeon, prosthodontist, and orthodontists. And soon, our next, I think we discussed this off-camera, like we're working on our seventh location right now. It's going to be a ... group out here in Austin and it's going to be our biggest startup ever and we're excited about it.

Dr. Noel Liu:
And that's going to be like a completely specialty.

Vu Kong:
No, we're going to have general dentistry, too.

Dr. Noel Liu:
Okay, okay.

Vu Kong:
When we initially came out here to Austin area, in our Illinois offices, we have a specialty because we have that built-in referral. In Austin, we haven't quite gotten there yet since we've only been out here for about three years. And so now we have the referral base, we're going to start building our specialty program, which has been great. We can offer some of these services in-house. Some of our docs aren't like Super GPs like you are, we got to bring in the specialties in, and that definitely is a value to our patients.

Dr. Noel Liu:
But is any of your docs like looking forward to be like a super GP and taking on some of these roles?

Vu Kong:
That's what we're hoping for. It's tough. I think one thing that maybe we need to work on is just the mentorship side of things. It's tough because we're expected to be the clinical director, especially if, maybe you're not so much anymore, but in our stage, like we, having that mentorship is tough because we have so many things on our plate. It's hard for us to be chair-side with some of these younger doctors.

Dr. Noel Liu:
Absolutely. No, absolutely. I love what you just said because, you know, what you just said resonated with me. How do we create three of us, right? How do we create three more doctors, three more Doctor Kongs, right? How do you do that? Because it seems like, if we want to scale and grow, one of the biggest challenges that we come across is we become dependable on either somebody else or somebody else is depending on us. So I think the best way to expand is how do you create three of you or two of you, and that those guys will be like delegates, right? Like just making sure like quality control, everything is in short, across the board. So no, I think that'll probably be the next step for you, mentoring.

Vu Kong:
Yeah, and maybe you feel the same way too, but I feel like the expectation for some of these dentists right now.

Dr. Noel Liu:
Oh yes.

Vu Kong:
Oh, way different from when you and I had graduated, because with so much information out there right now with social media and everybody's so connected, they hear one person doing X and everybody, expectation is X. And I think that's definitely-

Dr. Noel Liu:
Yes, that has definitely changed. But I think if you still instill the core value of the ethical work, the work values in them, they'll understand that what it takes. Because for us, what worked was, what we learned was having their goals aligned with our goals. And if we can do that some shape, form, or another, or see what sticks for them, I think that kind of works really well.

Vu Kong:
Yeah, just getting those one-on-ones with them.

Dr. Noel Liu:
Yeah. So, hey, Doctor Kong, man, was great. Any last-minute thing you would like to share?

Vu Kong:
Oh, man. It's a tip.

Dr. Noel Liu:
Any tip, word of advice for somebody starting up or someone who is struggling with their office? What would your take be? What would you say?

Vu Kong:
Especially if you're trying to do the multiple-office route, you better have a good reason of doing it. You better have a good Why? Because you can just do really well having one practice. There's no reason for you to grow more than one practice, unless you have a good reason to doing it. Because there's gonna be nights where we're thinking about something and struggling to remember why. What? Why am I putting up with this? And you better have a good Why because it's not an easy journey, but it's definitely doable.

Dr. Noel Liu:
And lastly, do you recommend getting any kind of mentors?

Vu Kong:
Mentorship, like I mentioned before, collaborating is the number one thing right now, is just being able to find a mentor that's going to help you out, because if you can shorten that time, why not? And mentors are the way to do that.

Dr. Noel Liu:
Love it, love it. I think that's, that was great. If someone wanted to reach you, are you open for that?

Vu Kong:
Of course, yeah. You can always reach out to me. My email address is VuKong@gmail.com.

Dr. Noel Liu:
Vu Kong, V U K O N G @gmail.com. Doc, thanks a lot. It was great having you. Those were some serious nuggets we dropped today. Thanks for your insight on your side because a lot of times we talk about stuff that is from my side, so it was very refreshing trying to hear, here you from your side. So with that being said, we're going to land the plane. Once again, this was a great episode. Make sure to like and subscribe. This is the end of our Secure Dental Podcast. Have a good one.

Dr. Noel Liu:
Thanks for tuning in to the Secure Dental Podcast. We hope you found today's podcast inspiring and useful to your practice and financial growth. For show notes, resources, and ways to stay engaged with us, visit us at NoelLiuDDS.com. That's N O E L L I U D D S.com.

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Podcast

Lessons From A Dentist Turned Real Estate Investor

Summary:

Here’s how one dentist found financial freedom with a mindset shift.

In today’s episode, Dr. Jeff Anzalone, a full-time practicing periodontist and the founder of Debt-Free Doctor, shares his journey from being a dentist burdened with student loan debt to a successful real estate investor. Dr. Anzalone suffered an injury to his wrist that served him as a wake-up call and prompted him to seek alternative income sources like real estate investments, as opposed to relying solely on one profession. In this conversation, he emphasizes the pivotal role of mindset in financial success and urges professionals to proactively pursue diverse income avenues, as he is committed to sharing knowledge and experience. He highlights the need to teach financial principles to children early, fostering a mindset of financial independence and security.

 

Stay tuned if you’re looking to scale your practice and create financial freedom beyond dentistry!

Secure Dental Podcast_Dr. Jeff Anzalone: Audio automatically transcribed by Sonix

Secure Dental Podcast_Dr. Jeff Anzalone: this mp3 audio file was automatically transcribed by Sonix with the best speech-to-text algorithms. This transcript may contain errors.

Dr. Noel Liu:
Welcome to the Secure Dental Podcast. Through conversations with the brightest minds in the dental and business communities, we'll share practical tips you can use to scale your practice and create financial freedom for yourself and your family. My name is Dr. Noel Liu, CEO and Dentist at Secure Dental and also co-founder of DentVia. I'm your host for the Secure Dental Podcast, and I'm so glad you're joining in.

Dr. Noel Liu:
Hey, everyone! This is Dr. Noel Liu. This is another segment of our Secure Dental podcast. And today, I have a good friend and a colleague, Dr. Jeff Anzalone. He is a full-time practicing periodontist in this great state of Louisiana, author, and founder of DebtFreeDr.com. He focuses on helping doctors and other high-income professionals create passive income from real estate so they can stop trading time for money. All right, Dr. Anzalone, what's going on? So, let's share, and let's dive straight in. What is this bio? What are we talking about here?

Dr. Jeff Anzalone:
Yeah, I had a kind of a thing happen to me that kind of brought me on this path. I got screwed out of a deal when I got out of my residency. I was supposed to join a group, but unfortunately, it fell through. Had to figure out how to open my own practice, had $300,000 student loan debt, a two-month-old, we already bought a house, so I was literally in survival mode; went down the Dave Ramsey debt snowball path, you know, which probably most of y'all know about. But once I got to the point where I went through all of the steps, it was, now what? We're just going to work and just doing stuff with kids, and I was like, I guess this is what everybody does for the next 30 years. But then I had something interesting happen to me, as you alluded to a little bit earlier: injured my wrist snow skiing, and that was my aha moment, wake up moment because as a dentist, as a periodontist for dentists, if we can't use our hands, you got to hold a handpiece in your mouth or something or with your foot. I don't know, it's hard to do, huh?

Dr. Noel Liu:
How many years out were you when you hurt your wrist?

Dr. Jeff Anzalone:
I would say probably 9 or 10 years out.

Dr. Noel Liu:
Wow, so what went through your mind at that time when this happened? Because I know you were, like, comfortable with a lifestyle, right?

Dr. Jeff Anzalone:
Yeah, it's almost like sometimes when you ever get that feeling if you're, if a noise or something wakes you up at night and you know how you immediately you just your heart starts beating, your mouth gets dry, you're just like, oh.

Dr. Noel Liu:
Absolutely.

Dr. Jeff Anzalone:
Like just like that, like within a second, that fight or flight reaction. It was more of a slower progression because boom, I hurt my wrist. I was just focused on my wrist. Like, man, I hope I didn't break it or whatever and got it checked out. And luckily, it wasn't, but then it was just, man, it was all those what-ifs.

Dr. Noel Liu:
Yeah, yeah.

Dr. Jeff Anzalone:
What if it was broken? What if it went numb? What if I couldn't work for two months, three months, six months? I'm by myself. So that was, that's what really got me focused on that.

Dr. Noel Liu:
And you and I, we both know how well the disability insurance works, right?

Dr. Jeff Anzalone:
Yeah.

Dr. Noel Liu:
You got to wait 90 days, and then only if they will deem you're not able to work. So this is what this is the essence of our profession. If we do not work, we don't have hands, we cannot generate income. That's plain and simple. And for you to go through that and you had this whole mind shift. So what is it that brought about for you to think about, Hey, I need an alternative way of making income.

Dr. Jeff Anzalone:
Yeah, for me, it's a little bit different because most of the people that I talk to now and that are in your group, which is fantastic, by the way. They're focused on, Hey, I just want multiple streams of income, I'm still working. You know, maybe I want to buy some other stuff, maybe I want to slow down, maybe I want to retire early, or whatever, so that's what they're thinking. Me, on the other hand, I was thinking like, insurance policy. Like I got to do something to mitigate the risk if this happens again. And I'm actually standing on a broken foot right now because I'm an active man, and I'm always, sometimes I'm getting injured, so I'm not going to live life in fear. I knew that going forward, there's no way I could do that with teenage kids. That's what it was for me. And I spent months and months YouTube videos, podcasts, articles, Facebook group, and if I could consolidate all of that down to two main points for your audience, it's this. Number one, and it's about wealthy people, really wealthy people. They all have multiple income streams, correct?

Dr. Noel Liu:
Correct.

Dr. Jeff Anzalone:
Dentists, most dentists have one. Number two is, they own real estate, they own businesses, they own cash. If you go to, I'll go to conferences with people that are 15, 50, $100, million net worth people. You're like, Hey, what do you do for a living? They don't do, they're not like, Oh, I'm a doctor, I'm a lawyer, I'm a, they don't they're like, I own these businesses, I own this type, it's like they own stuff. So, I knew only having one income stream, and I didn't have any businesses or real estate, that's what I needed to focus on.

Dr. Noel Liu:
So that's huge because most of us are worried about the income stream that's coming in later. Do we think about when I say income, I mean like the employee mindset? And when you're talking about multiple businesses, we are talking about like how Robert Kiyosaki says the B and the I, and that's where I see that you are focusing on. With that being said, are you still practicing right now?

Dr. Jeff Anzalone:
I'm practicing part-time right now, and I'm retiring to something. So the goal is to retire to the real estate businesses, the things that are, and you've mentioned a mindset already several times, so I think that's really important, that dentists, we get the correct mindset not just in money but in anything. If you want to get your health better wealth, if you want to get better, your marriage, with your relationship with your kids, whatever, it starts right here, but really, until you get control of your mindset first, you're going to have a hard time with those different ideas. So I'm, I've been sharing a little bit, and I'll come out of my comfort zone because I'm not a big Instagram person, but I've started sharing different things that I do on a personal basis every day on Instagram. That kind of helps me focus on what I'm reading, what I'm eating, how I'm working out, how am I doing with my kids, my wife.

Dr. Noel Liu:
Love it.

Dr. Jeff Anzalone:
And then once people see how other people are actually living, they're not just talking about one thing, I think that will help them, so we'll see.

Dr. Noel Liu:
No, that's so true, because a lot of times when we see people or when we follow somebody, it's very simple, right? Success ... clues, and we always want to pick up on those clues and find out like, what are the successful guys doing, and maybe we want to follow the same suit. And like the fact, what you just said, you are a part-time practicing periodontist, but you have this other side thing going on which is running parallel. Is that correct to say, like with your business at this point, and slowly you want to migrate from being a doc full-time and then being full real estate, correct? So, how long of a journey do you think if somebody is listening to this here, do you think would should someone anticipate? It's not an overnight thing, of course, right? What would you say if somebody goes, hey, I'm practicing, I got a one practice going, and it's like really killing it? I'm doing like a million and a half to $2 million a year. How do I take that so that I'm not trading time for money, and how do I take it and put it into real estate or something like what you did to transition? What would be your advice like time frame wise, money-wise? Just an overall from a 30,000-feet view?

Dr. Jeff Anzalone:
Yeah, that's a great question. I don't know. Did you watch the last dance with the Chicago Bulls? Did you watch the documentary? So, I was a big Jordan fan growing up, he was my idol in high school, college. And you always just watch these people like him or Kobe or whoever your favorite sports star or whatever, and you just see them on TV once a week, and you're like, That dude's great. But then you see a documentary like that, and you see that dude ate, slept, drank, it was 100%, mindset was focused on basketball being the best. And once you see what it takes to get to that level, most of the time, people are not going to do it, because think about the really, there's only just a few great people. So I say that to say this. The majority, unfortunately, the majority of the people will, won't do this because they're comfortable, like you said, White. And that's just for me, and I've got over 22, 2100 people in my group now, my passive investing group, that are in the group. That doesn't mean they've all invested in something, but they get in there, and they're just, hey, I'm comfortable, and people don't like to change. And really, the people that come in that have the goals that have, I want to do this and this. I want to have $100,000 of passive income coming in three years or less, and this is how much I can invest. People that come in like that, typically, they've had a moment like I've had with the wrist injury or something like that to really-

Dr. Noel Liu:
Exactly.

Dr. Jeff Anzalone:
Get them focused. Think about your practice. Most of the time, if you're busy, if you're booked out for weeks or months, you got a ton of patients in the book. Are you thinking about marketing your practice? No, right? Because you're busy. What happens as soon as the phone stops ringing and there's all these empty spots in your schedule?

Dr. Noel Liu:
Oh, you're running, yeah. You're struggling at that time. You're trying to look for answers.

Dr. Jeff Anzalone:
So that usually, that's the analogy that I give you. We're just cruising along, everything's good, then all of a sudden it takes something like that to go, Oh, crap, I got to do something about it. And again, it could be a heart attack, or it could be a, or it could be chest pain to get them to start eating right to healthy or whatever. So it's just, unfortunately, it takes people to get to that level. My thing is, I'm trying to teach people to work on it before it's too late.

Dr. Noel Liu:
That's huge, man, what you just said. Because a lot of times we always sit on the fence. We always wish, Hey, I wish we could have done this, wish we could have done that, and now it's too late, but when the time is there, we don't have the sense of urgency. And that's where a lot of our colleagues, too, they'll just sit down there, but not taking any action. I'm just really amazed, like how you actually thought about it, because now let me ask you this question here, right? If that injury would not have happened, do you think you would have thought about that?

Dr. Jeff Anzalone:
No, and that's the sad thing about it, because I didn't even know about it. And that's another thing that I was, that was my number one reason for starting my blog, starting the YouTube channel, is because I don't know if that dates back from like dental school, how as a specialist, you typically had to try to be in the top of your class. A lot of times we would get all pissed or we would have stuff and we would hoard it, right? We were just like looking out for us, unfortunately. So I don't know if people get like success and they don't tell other people about it. To me, I don't need any more money. I don't need to buy stuff, I don't need to travel. It's just to me, I get more pleasure, like just helping other people, sharing stuff, making the connections, and seeing that chain. And I think if more people do that, and that's why I'm always like, Look, I'll tell somebody, I'll tell them exactly what to do and I'll say, Look, if you do this and you're successful, do me a favor: make sure you tell other people.

Dr. Noel Liu:
Absolutely.

Dr. Jeff Anzalone:
Because what's the point to hoard it all? And I would have never known that. So it took the wrist injury to go down the path to do it. So now hopefully I'll start getting the word out more and other people will get the word out more to help mitigate the risks that we all face. And I had an article that was published that Kevin, you ever heard of Kevin MD?

Dr. Noel Liu:
No.

Dr. Jeff Anzalone:
KevinMD.com. He's a really big social media guy or whatever. And it was and he wanted me to write an article about

Dr. Noel Liu:
Nice.

Dr. Jeff Anzalone:
We call it the Silent Threat. It's the one income that doctors and dentists are relying on. It's the silent threat, and that's really what it is.

Dr. Noel Liu:
This is so important because I think we need to drive this point home really hard, that as professionals as dentists or specialists or even an MD, we need to understand like trading time for money, just that one income source, and in your case, you had a wrist injury. So before something like catastrophic happens, the best way I would say is, start looking into it, and like you said about the mindset shift, that's so huge because without that, like there is no other way that anybody would take action. So if there was one point that you would really advise or you would like to drive home again is, what would that be for someone like sitting on the fence or somebody thinking about it? Hey, I need to have a second source. I do not want to go through that, I got family that I got to feed. What would it be like so that they can say, Hey, you know what, I'm going to start looking into it, and I want to take action like now?

Dr. Jeff Anzalone:
The easiest thing to do is something that both you and I have done and other hundreds, probably thousands of other successful entrepreneurs, is read The Purple Bible: Rich Dad, Poor Dad.

Dr. Noel Liu:
Purple Bible. I love that.

Dr. Jeff Anzalone:
You haven't read the Purple Bible. Rich Dad, Poor Dad by Robert Kiyosaki. It was written, I think, in 1997. It was published in '97, which is funny because I read The Millionaire Next Door, which was published in the year before, '96, when I was a senior in college, and two totally different views. But you can actually take a little bit from each and learn from it. But when you read that book, if you're a dentist and you read that book, the light.

Dr. Noel Liu:
It will change your life.

Dr. Jeff Anzalone:
It will change. It's not going to tell you how to do stuff, but once you read it, you're going to get in the mindset of, Holy cow, this is how I've been operating financially and with my health and with everything else. And it goes back to the phrase, You don't know what you don't know.

Dr. Noel Liu:
Absolutely.

Dr. Jeff Anzalone:
You don't know it. And then when you read it, you're like, Wow, I cannot believe that we weren't taught this in dental school. It's like a disservice. So there's a DO school here in my hometown in Louisiana, and I'm always, I went and spoke to them last year about it, and they're sitting in the front going, Yeah, so just get the word out. Just tell people, just get the word out to people. If you got a kid, if you got a teenager, start just start pouring into them. Just give them those options. If not, they're just going to do what everybody else does.

Dr. Noel Liu:
Precisely. I was just at this last week, this weekend, I just had the summer ..., and Kiyosaki was there.

Dr. Jeff Anzalone:
Oh, awesome.

Dr. Noel Liu:
Yeah, great personality. I saw him live for the first time. It really hit hard. He was like, Dave Ramsey's teaching is great and he loves Dave Ramsey, by the way, his teachings are great, but here's the thing, it's meant for the 95% of the masses, and that's what he said. If you want to be the top entrepreneur, like you said, the purple book, just go and follow that with the B and the I in the quadrant that he explains really so well. And one thing that I did right away was he spoke about his Cashflow board game and that is something I just went ahead and got it for my kids. This is something I would definitely would want to invest in because.

Dr. Jeff Anzalone:
I got a funny story for you about that.

Dr. Noel Liu:
Yeah, tell us.

Dr. Jeff Anzalone:
I bought that game on, my kids are 18 and 16 now, so my youngest was probably 10, 11.

Dr. Noel Liu:
Yeah.

Dr. Jeff Anzalone:
So the goal is to get out of the rat race and you go around the board and you do all this stuff. So of course he gets out of, my son Benton, he gets out of the rat race first. So it was my turn to spin, so I spun and did the cards or whatever and said, "Dad, are you out of the rat race?" "No. You can see I still have my cards. I'm still in the rat race." He's, "No. Are you still in the rat race? Like every day? For real?" I was like, "You mean, for real? Yeah." And he looked at me and he was like, "Man, that's got to suck". And I'll never forget that. So my 11-year-old was just, like, pounding it home to me. Dude, you got to get out of the rat race. So if you can instill that in your kids early on, then hopefully that'll be in the back of their mind.

Dr. Noel Liu:
Exactly. Exactly.

Dr. Jeff Anzalone:
But again, it's about the mindset.

Dr. Noel Liu:
It's about the mindset. It's about a mindset. So right now, some of the listeners there, they want to learn more about Debt Free Dr, right? where they just go DebtFreeDr.com. Any other links?

Dr. Jeff Anzalone:
You can do that, DebtFreeDr.com. My YouTube channel link is on there or you can follow me @DrJeffAnzalone on Instagram.

Dr. Noel Liu:
Oh, that's great, Jeff. We'll definitely have this on our Facebook group for sure. And we definitely want to drive this home. Hey, we all as professionals, we need to think about it. What's going to happen for our future?

Dr. Jeff Anzalone:
Absolutely. Perfect.

Dr. Noel Liu:
So, Jeff, thanks so much again for coming in and driving that message home for us and our audience. I really look forward to connecting again, for sure. And ladies and gentlemen, this is the end. We're going to land our plane here. Again, thanks again. Thanks. Thanks a lot, Jeff, for coming in. Thanks for tuning in. Make sure to like and subscribe. And this is the end of our Secure Dental podcast. Thanks, Jeff.

Dr. Jeff Anzalone:
Yes, sir. Thank you.

Dr. Noel Liu:
Thanks for tuning in to the Secure Dental Podcast. We hope you found today's podcast inspiring and useful to your practice and financial growth. For show notes, resources, and ways to stay engaged with us, visit us at NoelLiuDDS.com. That's N O E L L I U D D S.com.

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About Jeff Anzalone:

Dr. Jeff Anzalone is a full-time practicing periodontist in the great state of Louisiana, author, and founder of DebtFreeDr.com.

He focuses on helping doctors and other high-income professionals create passive income from real estate so that they can STOP trading their time for money.

Things You’ll Learn:

  • Successful individuals often have multiple sources of income, whereas most dentists rely on their dental practice as their sole source of income.
  • Real estate can be a reliable and profitable avenue for generating passive income, helping professionals reduce their dependence on active work.
  • Developing the right mindset is crucial for financial success, whether it’s in terms of money, investing, or seeking alternative sources of income.
  • Transitioning from being a full-time dentist to focusing on real estate takes time. It’s not an overnight process, but with the right mindset and planning, it’s possible.

Resources:

Categories
Podcast

Sales, Support, and Education in the Dental Industry

Summary:

Building relationships and persistence is the key to success in dental sales.

In this episode of the Secure Dental Podcast, host Noel has an in-depth conversation with Kyle White, Territory Sales Manager at Neodent, about his career journey and experiences in the sales field. Kyle transitioned from automotive sales, where he honed his skills, to dental sales due to his passion for helping dental professionals succeed. Throughout this interview, he highlights the importance of persistence in sales and his goal of becoming a trusted business partner to his clients. Kyle also touches on the dental implant industry, offering valuable advice to dentists on selecting the most suitable implant systems and the pivotal role of education and support provided by reputable brands like Neodent.

Tune in and learn from Kyle White’s remarkable journey from being in car sales to becoming a trusted dental industry partner!

Secure Dental_Kyle White: Audio automatically transcribed by Sonix

Secure Dental_Kyle White: this mp3 audio file was automatically transcribed by Sonix with the best speech-to-text algorithms. This transcript may contain errors.

Noel Liu:
Welcome to the Secure Dental Podcast. Through conversations with the brightest minds in the dental and business communities, we'll share practical tips you can use to scale your practice and create financial freedom for yourself and your family. My name is Dr. Noel Liu, CEO and Dentist at Secure Dental and also co-founder of DenVia. I'm your host for the second podcast, and I'm so glad you're joining in.

Noel Liu:
Welcome to our Secure Dental podcast. I'm thrilled here today with somewhat remarkable, and you know I'm singing from the bottom of my heart, who has carved a distinct role and a niche for himself in the world of dental sales, and a proud member of the esteemed Straumann Group brand, join us as we dive into the dynamic journey of Neodent's territory sales manager Mr. Kyle White. With more than seven years of experience in the world of medical sales, Kyle has discovered his true passion in the dental industry. Beyond his professional role, Kyle is a dedicated and devoted family man, married with two kids, and a golf player. What really stands out about Kyle is his dedication to helping dentists make the most out of their practices, and he loves working with them to find ways to grow and improve. Join us as we chat with Kyle about his shift from medical sales to dentistry, his love for gold, and his mission to support dental professionals. Kyle, man, we are delighted to have you here. Welcome, the stage is yours.

Kyle White:
Hey, thank you so much; quite the introduction. I swear I'm not that, typically that interesting, but you definitely made it seem that way, so I appreciate it. No, thank you for having me on. Obviously, this is something that I know that you're very, very interested in, invested in, is this podcast, so I'm just very fortunate, very happy to be a part of this journey with you, and answer any questions that you might have, and the listeners might have as far as myself, Neodent, and the dental industry, especially implants as a whole.

Noel Liu:
So yeah, I mean, that's great, we know you're a Neodent rep, right? Everybody knows you by now in the dental world. So tell me a little bit about yourself. Like we want to see the guy behind the Neodent uniform. So tell me a little bit about yourself, how you got started, and what's your journey like.

Kyle White:
Yeah, so just take it back, not too far, but I was a college golfer, played Division One college golf at Chicago State University. It was an awesome, awesome opportunity, met a lot of really cool people, still friends with a lot of the guys that I played golf with, but I knew college was just the start of it, you know? It was, hey, what do I want to do after this? I knew I wanted to be in a sales role. I knew that I enjoyed talking to people. So like most college athletes, I went to Enterprise Rent-A-Car, and kind of found my niche for just talking and trying to sell stuff to people. As you know, when you go to Enterprise, it's you want to add additional insurance, you want to have roadside assistance, you upgrade your vehicle, so I spent quite a while doing that. It was really great, it truly was. They definitely prepare you for the managerial side of things. So I would tell anybody out there, you know, that is looking into a sales role, like don't look past them, they do a really good job of kind of just getting you ready for being in that sales role, you know.

Noel Liu:
Whoever had a think, like Enterprise would be like a sales role. I mean, we always see guys behind the counter, but nobody's actually selling much, so you must have stood out there quite a bit.

Kyle White:
Yeah, so I ended up in a really good location not far from me in New Lenox. I had a really good office manager. I also had a really good area manager and kind of set my goals pretty shortly. I didn't want to be in a management trainee role very long, so the criteria for moving out of that into like an MA role and then being able to interview for an assistant manager role is a minimum of six months. So you need to have six months of a proven track record in sales, and then there's like a test that you have to take at that six-month mark if you qualify for it. So, right at six months, I qualified. I had the six months directly of the sales that were needed, and then I took, they call it the Grill, so I took that and passed. So it was kind of nice, it was like just another step into the sales world. I became an MA. Shortly after that, I applied for an assistant manager position for a location near me, and I ended up getting that. So I spent the remainder of my career there as an assistant manager at the Joliet location. I enjoyed it, but I knew that ultimately, I wanted to be outside talking with people. I wanted to have the freedom to kind of run my own route and do things like that. Automotive was what I knew, just even going back further than that, I was definitely a car enthusiast myself as much as any, you know, young college kid could be, but had a bunch of buddies that were into cars and things like that. And so wanted to stay in automotive, so I actually went to a company called BG, and they sell automotive chemicals to dealerships and then private shops and things like that. So that gave me the opportunity to kind of take my sales and persuasion and everything like that, but let me be on a daily basis. You know, let me be out in dealerships talking to owners of small shops and just seeing like, how can we help you generate revenue? Because that's what all of these services were doing, their revenue-generating services. So if I could get you to install our transmission fluid exchange machine, I could show you, hey, the ROI on having this and the time used to do the service, you're going to make X amount of dollars per day if you do X amount of these services. So that was the really fun part. That got into really now not looking at things for myself, but it looked, it was how can I help this small business owner or, you know, dealership, GM, whatever it may be, How can I help them generate more money? Because I knew that if I could help somebody make money, they weren't going to leave me. And things are going to come up, and issues are going to, you know, occur, but when you're helping somebody actually put money into their pocket, it becomes a very hard conversation to say, hey, we're moving on to somebody new. You know, and then a lot of facets of business and especially sales, what ends up happening is we get that first initial sale, and then everything else goes by the wayside because it's like, okay, well, you know, I had that chase. The thrilling part of it was the chase to get their business. Then you get it, and then you're like, okay, well, where's my value after that? So I learned at a very young age, hey, I need to, the chase is definitely important. It's needed, but you need that value after the fact.

Noel Liu:
So you're more of a long-term.

Kyle White:
Yeah, yeah, it wasn't. It wasn't.

Noel Liu:
..., right?

Kyle White:
For me, it's never been like, ... the sale today or, you know, tomorrow or a week from now. It's always, where do I want to be a year from now? Where do I want to be two years from now? So I'm always looking ahead, sometimes to a fault, but for what I'm trying to do, it's, it makes sense. You constantly have to be saying, okay, well, where can I help this doctor now? We want to have a solution right now, we want to have a pain point that we can help on, but we also want to say, okay, well, where's my value going to be nine months from now, 15 months from now, two years from now? So it kind of had that. So my wife is a nurse, I have a lot of family members who are in medical, and I've always kind of heard the rumblings of, hey, get into medical sales, there's, there's a ton of money there, but it was always like, I don't know where to start. I didn't know, I'm like, you know, you would apply for jobs, and it's like, well, you didn't do an internship, or they want you to take a significant pay cut to become like a junior associate salesperson. So funny enough, was really, really good friends with my area manager from Enterprise. His name is Ryan Iliff, I'm still very good friends with him to this day, he actually went to a company called ATI Physical Therapy, and he's like, hey, you know, I know that it's not exactly medical device sales, but you're dealing with orthopedic surgeons or, you know, rheumatologists or vestibular doctors or whatever it may be. He's like, you're selling a product, you're selling our physical therapy centers, and.

Noel Liu:
This was after Enterprise.

Kyle White:
After BG.

Noel Liu:
So after BG.

Kyle White:
Enterprise, went to BG and kind of knew, I kind of ran my course with automotives, and knew that I wanted to make a change into medical sales. So I ended up going to ATI Physical Therapy and was there a number of years, I really enjoyed it, really enjoyed just being with doctors. And for me, that was the cool part, but the best part about it was being within our clinics and seeing patients who, you know, you met three months ago that had lower back pain and couldn't bend over to kind of pick up their grandkids or whatever it may be, and then you see ... on the line, and they're getting discharged, and they're like, I just played catch with my grandkids for the first time ever, you know? And it's just being able to be part of a company that was truly giving that back to people was just special. It was a really cool time in my life, it was very interesting. Much like everything, COVID hit, I was very fortunate. A lot of our staff was let go, and I was actually kept on with two other people, and we basically oversaw all the doctors in Illinois. So it was a lot of days of sitting at home, being on the phone, and whatever it may be, and it just got draining, it really did; and so many of these practices were being bought out by large orthopedic groups. So wasn't, it kind of went away from talking about revenue generation to, now like, hey, we really don't have a choice, we have to use this because this is where our contracts at. And it became tough, it really became just a challenge to find out, okay, well, where are we going to get new business from? You know, who's even seeing people during this time and different things like that. Because what a lot of people don't realize is that a lot of older orthopedic surgeons, just older doctors in general, they retired. They're like, you know, we're not dealing with this. You know, we're just going to walk away. So it was just a very tough time. So that's really when I started to look. You know, I was like, I don't know really what I want to do. I want to stay in medical. So it's funny enough, I was actually at my dentist. I've been there for a long time and he's just asking the questions. He's like, how's everything going? He'd been a patient at ATI, and so I had seen him and was like, Yeah, you know, I think I'm looking at maybe possibly having a change, you know? And he's like, you should look at dental sales. And I'm like, what the heck do dentists buy? You know, like, you know, like, I don't know. I was like, I really don't know. Obviously, I see all the supplies in an office and things, but I'm just like, I don't really even know where to look. So funny enough, one of the first brands that he said is he's like, well, he's like, There's a bunch of different companies, but you know, he's like Henry Shine, Patterson, and these Straumann. And he's like, you know, is an implant company, and I'm like, Dental, haven't really ever heard of them. And so I went home that day, and I was talking to my wife, and I'm like, you know, this might be kind of cool, so I just dove in, like full head-on in dental implant companies and had 100 different tabs open on my computer. And I'm just going through everything, well, wildly enough.

Noel Liu:
What were you thinking at that time?

Kyle White:
I was overwhelmed. You know, I was like, there are so many facets of dental that people just don't understand. And I think, we all think of the very basic things, we all think of, okay, you go in for your checkup, you're cleaning, and maybe you have a cavity, maybe you're getting a root canal, but pretty much everybody's knowledge, for the most part, stops at that, you know.

Noel Liu:
When was this, Kyle?

Kyle White:
So this was in the beginning of 2021, beginning of 2021. And so I knew that if I was going to move on from what I was doing, I really had to go to a company that I was going to. There wasn't just going to be a change to make a change. It had to make sense, it had to be the right move. So funny enough, you know, a couple months goes by, and I'm doing a ton of research, and I'm looking at a bunch of different companies and hadn't really applied for anything, and a position opened up on LinkedIn for Straumann. So I applied for it, and they called me, and they're like, you know, we actually have two opportunities. We have Straumanm Group, but they're like, we actually own a company called Neodent, and they're like, we think your personality fits better for Neodent as you're kind of in that hunter mindset finding new business. And so was like, okay, well, you know, that might sound interesting. So I went through the whole process, and then I was hired.

Noel Liu:
Awesome.

Kyle White:
I went in not knowing anything about dental outside of where my dental office was at, and quickly learned, you know, Straumann Group does a fantastic job on the training side of things. So I was hired, and then my, I spent two weeks very early on in Andover and our corporate office, and you go through everything. You go through what is a dental implant, what is a UA, what's a cover screw, what's a healing ..., what's an impression post. You're there two weeks straight.

Noel Liu:
And you're just learning the whole.

Kyle White:
Just learning. Just all day, every day, eight, nine hours a day, just learning. And then there's a group of us there, so then it's, we get back to the hotel, and we sit around and we talk dental. We're all trying to understand this. And there's a couple of people who had come from dental in our class, they obviously offered a little bit more knowledge, but for the most part, we were all pretty new. So it really worked out. You know, and this group that I'm talking about, we call ourselves the Wolfpack. We're all still with the company, even two years later, we're all together, and we all see each other's successes and struggles. And we have a group thread and we chat with each other, and it's.

Noel Liu:
That's awesome, you know?

Kyle White:
So that's kind of where we kind of lean on each other. So now we're two years removed from that, and everybody's got their different things going on, what they're doing, and I'm here just continually trying to find success in the doctors that I currently have and saying, hey, how can I assist you? How can I help you? And then obviously, still trying to find those new doctors that want to jump on the Neodent train.

Noel Liu:
No, that's great because it takes a mindset. What I'm more interested and know is, I understand you said you love sales and you wanted to go to sales, but what was the mindset behind it like initially when you said, hey, the sales is something I want to be really good at? Because most people shy away from sales and you're the kind of guy, like he just want to take it head-on. That's one thing I just want to kind of know a little bit more on what was the mindset initially.

Kyle White:
Yeah, so sales is hard. You know, sales, sales are hard. You hear a lot of no's. I've already got my guy.

Noel Liu:
Did that ever bring you down?

Kyle White:
And I would be lying to you if I told you no. There are definitely days that are harder, there's days that feel like you can't do anything wrong and everybody you talk to wants to set up a meeting. Unfortunately, those days are few and far between, but I think for me, the drive for sales was two parted. I'm competitive, I like to win, you know, so I like to get that sale, and that drives me to continue to get that sale, but I also look on it on the other side too as I truly want to be somebody's business partner. I truly want to bring my knowledge that maybe they're not as educated on, and I want to bring that knowledge to them and truly be a resource and be a business partner for them. And so I'm a people person, you know, I enjoy people. And the more relationships that I can build, the better. You know, I'm still friends with a lot of the orthopedic surgeons that I worked with three years ago, you know, and it's friendships that I've just created totally outside of Orthopedics. It was just, hey, man, you do something, you know, you have interests that are the same as me, you know? So, and that's truly what I try to do in this segment, too, is, yes, I want to get the most amount of business possible, but I also want to.

Noel Liu:
Build my relationship, right?

Kyle White:
Yeah, I want to build my network as big as possible, too, and make sure that I'm flooding that network with the right people and good people that are out there doing more than just being dentists. You know, they're giving back or, you know, they're the real estate segment like you are teaching and mentoring. And I think that when you really take down the side of sales, I think that most people are looking for that. They're just looking to build those relationships.

Noel Liu:
So, Kyle, tell me this here, sales in dentistry, like a lot of the listeners who are going to be dentists, what is one tip that sets you apart from many of the other sales reps? And what is something where a dentist can actually employ what you're doing and to make their practices successful in terms of sales, because sales is one word where everybody runs away from. That's why I'm trying to dig in a little bit deeper into your mindset that, if there is one piece of advice or one strategy that sets you apart, what would that be, so that many of the listeners listening to they can employ the very next day with their patients and making sure like they are successful? Not only just a one-time thing, but also a long-term relationship with that patient.

Kyle White:
Yeah, I think the biggest thing for me, and I think that you would probably agree, is the persistence. I think there has to be a persistence of getting that business, and understanding that you might not get every piece of the business right away, but it's okay to continue to, when you get a piece, stay persistent on helping in other avenues. And there's going to be the right time to say, hey, I think you're ready for a printer or, hey, I think you're ready for an iOS, and then there's going to be the time where it's like, hey, you know, I just got implants, we just got them biomaterials, let's let them get on that, and then let's wait to see where this relationship can go. Because I do think that there then becomes the point of becoming too pushy, becoming too sales-oriented to where it's like, well, I need to tell you about this. I need to tell you about this. I need to tell you about this. I do think that there's a time to kind of sit and reflect and say, okay, well, we've got this implemented. Where can we go next? And I would say on the doctor's side of it is when you do find that person who is persistent and truly shows a care in your business, give them the opportunity to help you grow, trust them when they're bringing ideas about printing or about an iOS or about a mil, you know, if you want a mil zirconia blocks, be open to those conversations with them, because in more cases than not, we are truly trying to look out for what's best for your practice. And it may come off salesy at times, but at the same time there's we all know that there's the time to have that conversation. And sometimes doctors just need that little bit of a push, you know, and to say, hey, like, let's sit down and really talk about this and have that conversation because our outlook on things is that if we don't, there's going to be somebody that's knocking on that door to have that conversation with you. So I would say, yeah, if you have that person who's persistent and you gave them the opportunity, be happy you found that person. Because there's a lot of salespeople out there where they're told no a couple of times, and they're like, all right, see you later, somebody else's problem. So if you've got that person that's come to your office 10, 12, 14 times before you ever decide to set a meeting with them, understand that that's a person that's probably in there for the long haul with you, and just ... through that relationship.

Noel Liu:
And you know, one thing I'd really, really love what you said was, helping. If you go with that helping mindset, you go with that attitude that even with, as denists, not only with sales but also with the patients, if they go with the mindset of helping, that is definitely a huge plus. And the fact that you feel like, hey, it's a relationship game, right, even with our patients too, so the same thing goes for you. So for you, is the dentist, and for dentists are the patients. What you just reflected upon is awesome. I mean, like, you know, helping, I mean, that's huge. I think that's what sets you apart, Kyle, honestly.

Kyle White:
Thank you. Yeah, I think that, and I try to say this, you know, and obviously being as respectful as possible, but I say dentists are inherently salespeople, but you're put in a situation to sell every single day. You're selling clear aligners or an implant service.

Noel Liu:
We're always selling.

Kyle White:
So I try to tell dentists, and I've told them like, ask me questions, you know, let's role play, let's have that conversation of how do we sell this service to a patient. And I've sent with a lot of coordinators or office managers and have just kind of listened to their pitch, and I'll give tips and tricks, and it's like a lot of that is, that becomes down to building that relationship and just going in there with the mindset of, hey, I'm going to be an asset to this business, not just a salesperson. You know, I joke about it all the time. I tell offices, I'm like, hey, you know, for the first couple of times I'm here, yeah, it's okay to call me your implant rep, but eventually, I want to be Kyle, our business partner.

Noel Liu:
You know, that's great because I was going to ask you about, what's the future holding for you? But the way I see it, you've got something really bright, because now I can start seeing you as a sales trainer.

Kyle White:
Yeah, so for me, I've always enjoyed just educating. I think that's probably one of my best traits is being able to educate and talk with people and come to a way that they understand it and tailor it to a way that they understand it. One of our sales trainers is Big Tony Mac, and he's incredible. He's one of the guys out in Andover, and we have such a wide variety of things that we can do within Straumann group, which is awesome. I really love what I do right now. I truly enjoy what I do right now. I love setting up new doctors and working with doctors like yourself who, we're just continuing just to grow your practice. But yeah, we'll see kind of what the future holds. I know that one of the best parts about Straumann group is that we have so many different avenues that we can go, whether that's diving into the DSO side of things and really focusing on the DSO side of things, or whether it's going into the education and training aspect, or going into a managerial role, whatever it may be. But we've definitely got a lot of, lot of opportunities, but I'm enjoying the ride right now where I'm at.

Noel Liu:
I love it, Kyle. One last thing I just wanted to ask you was, for dentists, like looking for implant system or looking for something, how to get started, I just want to kind of dive a little bit, not too deep, just a little bit, like what is the best way to get started and how are you available to help?

Kyle White:
So, you know, dental implants, there's hundreds, and there's hundreds of brands, and there's brands that you can buy overseas that are order only online, and there's a lot of things, and a lot of them are different knockoffs, so same platforms as Zimmer, Astrometry, or whatever it may be. And I think a lot of times I think that for doctors, it's understanding that you may not need the help with a particular case, but chances are you're going to need help with a case down the road. So for me, I think the easiest way to do it is, hey, look at the big brands, the 4 or 5, 6 big brands. So you've got, Straumann Neodent, you've got Bio Horizon, you've got Implant Direct, you've got Nobel, you know, Astra, you look at those and I think the first thing that you do from there is you find out who the rep is and find out who gets to you quickest, because you're looking for that support on the back end. Now, I'm not saying, hey, the first person that shows up, you know, sign a contract with them or whatever, but look at who's going to be making that effort to come to you and really hear about your business. There are definitely pros and cons to every system. There truly are, one thing that I'll say about Straumann group, and obviously, this is a touch biased, but I don't feel like anybody does education the way that we do it. I feel like when you look across the board at the resources that we have from internal education, like a Dr. Bruno, all the way to external partners that we work with, like Cory Raymond or Adam Hogan. We have such a wealth of knowledge out there for whatever route a doctor wants to go, whether it's, hey, I really just focus on singles in the restoration and the aesthetics of or, hey, I want to become an implant arch center. How can I get there? We just have so many different opportunities to help. So for me, what I would tell a doctor who's getting into it is, hey, figure out what you want. What's your one-year plan, what's your three-year plan, what's your five-year plan? Switching systems isn't always the easiest thing in the world. We've got kits out here, we've got implant parts, we've got all of this. So take some time to make that decision, you know, and understand that there is no wrong decision. There's no wrong decision, it's just, what are you trying to do and what company is going to allow you to best meet those needs? I can almost guarantee that the Straumann group is going to check just about every box, but there are things, and it depends, and sometimes it's rep coverage. You know, sometimes it's, hey, I don't really like the rep because you're going to have a relationship with that person, you have to like that person, or at least respect their opinion and their educational opportunities and things like that. So I would say take the time, research the brands, understand that, like the big brands are going to pop up, and you're going to know who those are. I would say steer away from the online ordering platforms. At the end of the day, you know, especially if you start placing a lot of implants, you're going to want that support, whether it's the warranty side of things, whether it's missing parts or whatever it may be, you're going to want that support. So it really just depends on what stage you're at, but ultimately, finding that person that you can build a relationship that you know is truly looking out for your business and not just themselves.

Noel Liu:
You know, the last thing I just want to add was, because I've been using implants, different implant system for a long time and not willing to switch, you know about that, right? The thing is, you know, we can save money on the front end with buying cheaper implants, but some shape, form, or another, we do end up paying on the back end, and the back end can be redos, can be failed implants, can be dissatisfied patients. I mean, a whole bunch of series of implants like complications happening, and we still end up replacing it or doing it for free or the entire procedure if you did like a full arch. So my biggest thing was education, my biggest thing was the whole thing and the support system that you guys provided. So full disclaimer, I switched from X brand to Neodent and never looked back.

Kyle White:
Awesome.

Noel Liu:
So that was that's a great, great switch I think I did, the best investment I did for my doctors, for my associates, and for our team. I think, ultimately it reflects back on a patient for someone who we truly care for, and as service providers, I think that's huge. So Kyle, how does someone get in touch with you?

Kyle White:
So obviously we're going to have doctors that are listening from all over the country. So I always say the easiest way to do it, shoot me a text, shoot me a call. My number is (779) 240-1796. Obviously, if you're in my territory, let's set up a lunch, let's set up a time to meet. If you're not in my territory, I can get you to the correct person.

Noel Liu:
Neodent is global, is that right?

Kyle White:
Yeah, Neodent is global. So we've got reps and we've got opportunities to meet with people all over the world and we can definitely get you in the correct place. Obviously, if calling isn't the easiest or texting is not the easiest, you can email me. It's my first name, K Y L E . W H I T E @ Neodent.com, and obviously, you can get an email over to me and I can get you into the hands of the correct rep.

Noel Liu:
No, that's great. If anyone in the area, in the Chicago area, in Illinois, Midwest area, definitely reach out to Kyle. He can definitely direct you to the right person, but if he's your rep, you'll be in very good hands.

Kyle White:
I appreciate the kind words.

Noel Liu:
All right. So, yeah, Kyle, with that being said, we're going to land the plane here. Thanks for coming up. You were awesome. I mean, that was great insight. And if anyone has any questions, definitely reach out to him. And for the rest of us and all our listeners. Well, thank you very much for joining us. Make sure to subscribe and we will definitely get on with our next show.

Kyle White:
Thank you.

Noel Liu:
Thanks for tuning in to the Secure Dental podcast. We hope you found today's podcast inspiring and useful to your practice and financial growth. For show notes, resources, and ways to stay engaged with us, visit us at NoelLiuDDS.com. That's N O E L L I U D D S.com.

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About Kyle White:

Kyle White is a seasoned territory sales manager for Neodent, a Straumann Group Brand, with over seven years of experience in the dynamic world of medical sales. Kyle’s journey is marked by a significant career transition from the automotive industry, where he honed his sales skills at Enterprise Rent-A-Car, to the thriving dental sales sector. His passion for dentistry, commitment to building enduring client relationships, and his philosophy of becoming a trusted business partner have been instrumental in his success. Kyle’s enthusiasm for education and support in the dental implant industry reflects his drive to provide exceptional value to his clients.

He is an ex-college athlete who has a strong desire to compete every day in the workplace and be the absolute best possible. Kyle enjoys learning new things and creating long-lasting relationships. He enjoys being with a company that is growing every day and has an infinite amount of progression.

Things You’ll Learn:

  • Passion and dedication to the sales field can be significant driving factors for success.
  • Establishing and maintaining strong, trust-based client relationships is crucial for effective sales and long-term partnerships.
  • Persistence plays a vital role in achieving success in sales.
  • Dentists can gain insights into selecting the right implant system for their practice, considering factors beyond cost and focusing on support and education.
  • Becoming a trusted business partner to clients will make someone transcend traditional sales methods to provide outstanding value.

Resources:

Categories
Podcast

Introducing Secure Dental: Conversations with the Brightest Minds in the Dental and Business Communities

Summary:

Welcome to the Secure Dental Podcast!

This new show will bring you conversations with the brightest minds in the Dental and Business Communities. Hosted by Dr. Noel Liu, this show will dive deep into practical tips to grow your business. Many entrepreneurs wished they had a guidebook or someone to help them understand how to grow their businesses, well you’re in luck because this show will be exactly that!

Tune in twice a month and unleash your full potential!

Secure Dental_Introduction Episode: Audio automatically transcribed by Sonix

Secure Dental_Introduction Episode: this mp3 audio file was automatically transcribed by Sonix with the best speech-to-text algorithms. This transcript may contain errors.

Noel Liu:
Welcome to the Secure Dental Podcast. Through conversations with the Brightest Minds in the Dental and Business Communities, we'll share practical tips you can use to scale your practice and create financial freedom for yourself and your family.

Noel Liu:
Hello everyone. My name is Dr. Noel Liu, CEO and Dentist at Secure Dental and also co-founder of DenVia. I'm your host for the Secure Dental podcast and I'm so glad you're joining in. We want to welcome you to the introductory episode of the Secure Dental Podcast. This podcast is for dental professionals looking to make the most out of their dental career, their wealth and freedom. I started as a local dentist and have been able to build up to 11 practices across three state lines and continue expanding. I know it's hard to get started, I know how frustrating and overwhelming it can be to scale. And then, once you have success, what do you do to multiply it? When I was building my practices, my business and my real estate book of business, I wished there was a resource for me to tap into and learn how to fast-track my progress. Instead, I learned the hard way, and then I slowly gathered a group of peers and mentors to help me build confidence, patience, and capital. With this show, the plan is to give you a shortcut and to help you connect with other inspiring leaders, both inside and outside our dental profession. I'll be inviting guests to the show that are excelling in their areas of expertise from professionals in specific areas of specialty that will help your practices, to operation gurus that will save you time and years of frustration, to real estate pros that will help you make the right moves and where and why to invest and then where to buy your practices. And then finally, where to invest your hard earned money. This will be the podcast you can listen to for very specific tips and tricks for dental professionals. We'll be posting episodes twice a month and each episode will be 20 to 25 minutes long, so be sure to hit subscribe and check out our show notes for the links and ways to stay engaged with us in between each episode on social. The podcast is available for you to listen on any of your favorite podcast streaming platforms like iTunes, Spotify, Amazon Music, Google Podcasts and many more. Thanks for tuning in to the podcast. I really appreciate you coming to the podcast and trusting us to get the information that not only will secure your practice but also a financial future. And I'll catch you in the next episode.

Noel Liu:
Thanks for tuning in to the Secure Dental podcast. We hope you found today's podcast inspiring and useful to your practice and financial growth. For show notes, resources, and ways to stay engaged with us, visit us at NoelLiuDDS.com. That's N O E L L I U D D S.com.

Sonix is the world’s most advanced automated transcription, translation, and subtitling platform. Fast, accurate, and affordable.

Automatically convert your mp3 files to text (txt file), Microsoft Word (docx file), and SubRip Subtitle (srt file) in minutes.

Sonix has many features that you'd love including transcribe multiple languages, enterprise-grade admin tools, advanced search, upload many different filetypes, and easily transcribe your Zoom meetings. Try Sonix for free today.

About Noel Liu:

Noel Liu, a graduate of NYU College of Dentistry, is a highly skilled and compassionate general dentist and co-founder of Secure Dental with multiple locations. With years of experience in the field, Dr. Liu has established a reputation as a trusted and knowledgeable dental professional.

 

In addition to his dental practices, Dr. Liu is also very passionate about mentoring and guiding his associate doctors in their transition from students to clinicians.  He has built a successful framework for model, mimic, and mastery flow to help them achieve their personal, professional, and financial goals and efficiencies.

Things You’ll Learn:

  • This podcast is for dental professionals looking to make the most out of their dental career, their wealth, and freedom.
  • Entrepreneurs usually learn how to grow their business the hard way. 
  • The Secure Dental Podcast is available everywhere you find your favorite podcast shows. 
  • Secure Dental will publish two episodes per month. 

Resources:

  • Connect with and follow Dr. Noel Liu on LinkedIn.
  • Check out Dr. Noel’s website.
  • Visit Secure Dental’s website and learn more about them!  
Categories
Blogs

August Webinar

Join US for a Webinar on Growing and Scaling Your Practice with Dr. Noel Liu!

Are you a medical professional looking to take your practice to the next level? Do you dream of expanding your reach, increasing your impact, and achieving remarkable growth? If the answer is YES, then mark your calendars for an insightful and transformative webinar hosted by the esteemed Dr. Liu!

Date: August 31st
Time: 5:30 PM CDT

Dr. Liu, a medical professional with more than 15 years of experience in dentistry, is excited to share his wealth of knowledge and experience in a webinar that promises to revolutionize your approach to scaling your practice. Titled “Scaling and Expanding Your Dental Office Using PPP (People, Processes, Patients) KPI and Efficiencies,” this event is a must-attend for every medical professional aspiring to reach new heights.

Special Guest Speakers: Adin Bradley and Thomas Bibby Varghese

Dr. Liu bringing not one, but two distinguished guest speakers who will share their insights and expertise on various aspects of practice growth:

Adin Bradley: Adin is committed to operational success and profitability and believes in fostering collaboration with cross-functional teams. He will give you insights drawn from over 15 years of executive-level experience.

Thomas Bibby Varghese: Thomas is a visionary entrepreneur and digital marketing maven. He will share his insights on consistently driving business growth with innovative strategies with experience of over 16 years.

Topics to be covered:

  • Mindset for Scaling and Expanding: Discover the mindset shifts necessary for stepping into the realm of growth and expansion with confidence and determination.
  • Forming a Winning Team: Explore the “Model, Mimic, Mastery” strategy for building a high-performance team that’s aligned with your goals and values.
  •  Goal Setting with Your Team: Learn how to set both personal and professional goals with your team, fostering a sense of ownership and accountability.
  • The 70% Rule: Dr. Liu will unveil the game-changing 70% rule that guides you to make informed decisions that drive growth while managing risks effectively.
  • Metrics and KPIs for Success: Gain an in-depth understanding of the key performance indicators (KPIs) that serve as your North Star in the journey of scaling your practice.
  • Growth Mode Strategies: Explore the strategies and tactics that push your practice into full-fledged growth mode, ensuring sustainable expansion.
  • Buy Side & Sell Side Insights: Dr. Liu will discuss the nuances of the buy side and sell side of practice growth equipping you with comprehensive knowledge for strategic decisions.
  • Exit Strategies: Understand the various exit strategies available to you and how to plan for a future where your practice continues to thrive even after your active involvement.

This webinar  is your golden opportunity to tap into the mind of the industry experts and equip yourself with the tools and strategies needed to take your practice to soaring heights. Don’t miss out on this chance to learn, connect, and transform your practice!

Ready to Join Us? Here’s How:

Mark your calendar for August 31st at 5:30 PM CDT and make sure you’re all set to absorb the wisdom shared by Dr. Liu, Adin Bradley, and Thomas Bibby Varghese. The journey to scaling your practice begins with this webinar!

To secure your spot, simply register at https://bit.ly/noelliu8webinar, and an access link will ne sent to you for the event.

Categories
Featured Podcasts

Office Hours #525: Brad Poulos, Noel Liu

Summary:

Welcome to Office Hours, hosted by Legendary Sports Executive, Entrepreneur, and Investor, David Meltzer. Where the brightest millionaires, billionaires, and entrepreneurs, in business, sports, and entertainment get together to talk about success, failure, and everything in between.

About Brad Poulos:

He’s a successful entrepreneur, educator, & consultant who’s passionate about helping small businesses (& the individuals who manage them) achieve their full potential. He started his first business at age 14 and has never strayed far from his entrepreneurial roots, having built several successful businesses. After graduating from DeVry in 1983 with high honors, he began a 15-year stint at Telesat Canada, culminating in launching Canada’s first satellite-based internet product, DirecPC, in 1995. Shortly after that, his love for entrepreneurship led him to found companies in the telecom, software, and cannabis industries.

About Noel Liu:

A graduate of NYU College of Dentistry, he’s a highly skilled and compassionate general dentist and co-founder of Secure Dental with multiple locations. With years of experience in the field, Dr. Liu has established a reputation as a trusted and knowledgeable dental professional.

Resources:

  • Listen to more episodes of Office Hours with David Meltzer on Spotify.
  • Check out David Metzler’s website.
Categories
Featured Podcasts

Streamlining Dental Practices: How Virtual Assistants Are Changing the Game!

Summary:

In this Dentistry’s Growing with Grace event, Grace Rizza sits down with Dr. Noel Liu, co-founder of Secure Dental and DentVia, to discuss the revolutionary concept of DentVia, a game-changing solution that is transforming the way dental practices operate. In this episode, Grace and Dr. Liu explore how these virtual assistants are not only filling the void in dental staffing but also revolutionizing the overall efficiency and productivity of dental practices.

About Grace Rizza:

Grace Rizza is the CEO and founder of Identity Dental Marketing, which serves practices nationwide with ethical, effective marketing solutions. Today the company has helped to propel over 1,500 businesses to new levels of success. In her tenure as a business owner, Grace has authored countless industry-specific articles, podcasts, and blogs. She has spoken at dozens of dental meetings, including the Chicago Dental Society Midwinter Meeting, The Hinman Dental Meeting and the Greater New York Dental Meeting.

About Noel Liu:

Dr. Noel Liu, DDS, is a highly skilled and compassionate general dentist, co-founder, and CEO of Secure Dental, with multiple locations across state lines. With years of experience in the field, Dr. Liu has established a reputation as a trusted and knowledgeable dental professional. In addition to his successful dental practices, he is also an accomplished real estate investor, demonstrating his business acumen and mentoring others in this field. Driven by his entrepreneurial spirit, he remains dedicated to providing exceptional dental care services while helping like-minded dentists achieve financial well-being.

Things You’ll Learn:

  • This podcast is for dental professionals looking to make the most out of their dental career, their wealth, and freedom.
  • Entrepreneurs usually learn how to grow their business the hard way. 
  • The Secure Dental Podcast is available everywhere you find your favorite podcast shows. 
  • Secure Dental will publish two episodes per month. 

Resources:

  • Connect with and follow Identity Dental Marketing on Facebook.
  • Check out Identity Dental Marketing’s website.
  • Visit Grace Rizza/Identity Dental Marketing’s Instagram!
  • Follow Identity Dental Marketing on TikTok.
Categories
Featured Podcasts

461: Dr. Noel Liu | Secure Dental Group

Summary:

In this captivating episode of The Dental Marketer, Michael Arias welcomes Dr. Liu as a special guest. Dr. Liu shares his remarkable journey of starting out his dental practice and the myriad of challenges he faced while transforming it into a thriving multi-office practice. Tune in to gain valuable insights from this inspiring success story!

About Noel Liu:

Noel Liu, a graduate of NYU College of Dentistry, is a highly skilled and compassionate general dentist and co-founder of Secure Dental with multiple locations. With years of experience in the field, Dr. Liu has established a reputation as a trusted and knowledgeable dental professional.

 

In addition to his dental practices, Dr. Liu is also very passionate about mentoring and guiding his associate doctors in their transition from students to clinicians.  He has built a successful framework for model, mimic, and mastery flow to help them achieve their personal, professional, and financial goals and efficiencies.

Things You’ll Learn:

  • If you’re thinking about practice 2 and beyond, be sure to maximize your primary practice first!
  • Plan our your revenue breakpoints and what you will do when you reach them. Without a plan, you will lose progress while growing!
  • Know the numbers! KPIs, P and Ls, and productions and collections are essential to keep close tabs on for improvement of your practice.
  • Expanding to a new practice is 80% mindset and 20% strategy. Don’t get too bogged down in strategizing!
  • Emotional and logical decision making both have a place in business. If your decisions are too logical, it will be hard to take action. If your decisions are too emotional, you may lack to planning and strategy needed for success.
  • Try getting to know your team and their individual goals, values, and aspirations. This will help when aligning with the practices’ values and ensure a sustainable culture!

Resources:

Categories
Featured Podcasts

Today Dental Medicine: Mentoring Associate Dentists From Dental Schools to Super GP

Summary:

Dr. Huynh invites Dr. Liu to share his expertise on mentoring associate dentists, from dental schools to becoming successful Super GPs. In this podcast episode, Dr. Liu delves into his journey of mentoring, revealing the strategies he employed to expand his practice across multiple locations. This video helps dentists and dental professionals such as hygienists, RDA, DA and dental students to know more about day to day dentistry of dentists.

About Dr. Loc Huynh’s:

Dr. Huynh loves dentistry because he realizes that dentistry involves art and science. Ever since he was young, he has always been known as one of the best students in class for his natural artistic talent. Dr. Huynh earned his Bachelor’s in Molecular and Cell Biology at U.C. Berkeley. He went on to obtain his Doctor of Dental Medicine (D.M.D.) degree at University of Pittsburgh School of Dental Medicine in Pennsylvania. After completing his doctoral degree, he was selected honorably among thousands of new graduate dentists by the University of California-San Francisco School of Dentistry (UCSF) to complete his Advanced Education in General Dentistry (A.E.G.D) residency training.


Dr. Huynh received multiple scholarships during his undergraduate and graduate schools. In dental school, Dr. Huynh was involved with several faculty research projects. Dr. Huynh received multiple American Student Research Awards in Periodontics and Endodontics Surgery study. After completing his UCSF post-doctoral training, he was awarded by the school faculty a Recognition of Outstanding Clinical Performance.

About Noel Liu:

Noel Liu, a graduate of NYU College of Dentistry, is a highly skilled and compassionate general dentist and co-founder of Secure Dental with multiple locations. With years of experience in the field, Dr. Liu has established a reputation as a trusted and knowledgeable dental professional.

In addition to his dental practices, Dr. Liu is also very passionate about mentoring and guiding his associate doctors in their transition from students to clinicians.  He has built a successful framework for model, mimic, and mastery flow to help them achieve their personal, professional, and financial goals and efficiencies.

Resources:

  • Visit Art Dental Centre’s website and learn more about them!