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Should I Add an Associate?
Episode 5321st February 2023 • The Best Practices Show • ACT Dental
00:00:00 00:43:43

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Should I Add an Associate?

Episode #532 with Paul Sletten

How do you know if you're ready to add an associate? To help you answer that critical question, Kirk Behrendt brings back Paul Sletten, founder of the Sletten Group, to share his insights on achieving successful partnerships and transitions. It all starts with having a plan. You know how to plan your vacations — now, it’s time to plan your life! To learn about the best planning tips for adding an associate, listen to Episode 532 of The Best Practices Show!

Episode Resources:

Links Mentioned in This Episode:

Other episodes with Paul: https://www.youtube.com/@actdental/search?query=paul%20sletten

Associate Feasibility Analysis: https://theslettengroup.com/services/associate-feasibility-analysis/

Main Takeaways:

More than half of partnerships and associateships fail. Don't be that statistic.

A successful partnership begins with having a transition plan and life plan.

Know the key questions to answer when looking for an associate.

Create a flexible plan, not a rigid plan.

Have a plan for your life.

Quotes:

“I would say over half [of partnerships and associateships] fail. They don't have a plan. Those transitions have been, in most cases, slapped together. ‘I think I need to add an associate. Oh, there's one! Let me have a conversation with you.’ Pretty soon, they're working together. And the owner, the host doctor, did not have a plan.” (7:03—7:32)

“Everything begins with the owner having a transition plan and an updated life plan.” (8:14—8:20)

“A practice transition plan always includes the Associate Feasibility Analysis because they need to know, can you support another doctor in your current setting? Can you do it in a physical plant? Can you do it with an ability to be able to feed and help them build a productive schedule, first year, not by handing them all of your production but by helping to grow the practice so that they can become productive? If that doesn't happen, the whole thing is going to blow up.” (9:33—10:15)

“What you're trying to do when you add an associate, if they're going to have the ability to take an equity position later to buy in or buy you out, they’ve got to be on a path where they're starting to generate enough income and they can begin to see the light that they would be able, at some point, to afford to buy in. Simply stated, that they would be able to make the payments on their portion of the practice overhead, that they would be able to retire their note and make their note payments on school loan debt, and that they would have a good living income remaining after those obligations are met.” (10:53—11:36)

“We let [prospective associates] know that we’re not looking for an associate. We’re looking for a young doctor who wants to be an owner but will be an employee in the initial phase of the relationship. We set it up that way so that they're thinking about themselves becoming an owner in the practice. And we don't want people to come in and “try it”. They're going to have a period while they're an employee where they will have the chance to stay or leave. But we talk to them, and we help create a clear pathway to ownership.” (13:48—14:30)

“[The prospective associate’s] ability to buy in is going to be dependent — it’s going to be conditional — on a highly successful initial employment phase. It’s not automatic, ‘Okay, the two years is up. I get to buy in now?’ That's not the way it should be set up. And a highly successful initial employment phase really needs to be defined.” (15:33—16:00)

“[Prospective associates] have to be able to get along with the team. The team has to like them, genuinely, and endorse them. You want the doctor’s endorsement, but the team endorsement is more powerful. And the patients have to really like them. They're going to be fed some active patients and some new patients from the practice when they first come on board. But they'd better start generating their own referrals along with that by creating wonderful experiences that the patients like and go home and tell their friends and family about. So, they have to be successful at a variety of levels. They have to be coachable.” (16:30—17:16)

“We see a lot of young doctors who are not coachable, at least not at first, because they haven't gone bump in the night yet. And so, coachable, to me, is simply having them be hungry to learn, and open, and coming with a mindset that, ‘I learned a lot in dental school, but I have so much more to learn. And I want to be in a position and in a practice culture where that's available and embraced.’ So, you want the candidate who is borderline going to drive you half nuts with all their questions instead of the one who sits back and never asks a question. That person worries me.” (17:24—18:14)

“The owner’s decision to add an associate really comes along with a commitment to be willing to make their life more challenging, in the early going, with all the mentoring you're going to have to do. So, you get the dividends and the rewards later. But you have to be willing to make that commitment. And that could mean Saturday morning meetings. It means meetings in the schedule, with topics in the schedule.” (19:03—19:36)

“If you have 1,300 or 1,500 active patients, if you're going to cut back on your own schedule, you could potentially add someone with that number of patients. But that's not big enough in a general practice. Same thing in a specialty practice. If you have a nice referral base that beautifully feeds your solo practice, you're not ready for an associate yet. So, you really would have to add someone who’s got some sparkle and substance so that they can help grow the practice and expand the referral base.” (21:01—21:48)

“There are so many people who have a really nice, sweet, solo practice and who have colleagues who have four practice sites, or six, and they say, ‘I think I need another one,’ so they set up a satellite. What happens next? Because if they're going to add an associate and then try to do that expansion, the associate is not ready to help with that. They don't really understand their role yet, and they don't really understand the practice culture. And you can only spread the owner so far.” (23:35—24:17)

“When they do it well, the owner has their own transition plan and life plan in place, and they’ve got their action steps and timetables. So, in the 10-year case that I mentioned, they're going to have a 10-year plan, and action steps and timetables need to take place during that 10 years to prepare them for their eventual exit. It may mean the addition of another doctor. It could be, over 10 years, the addition of two doctors. But that's highly dependent on the success pattern of the first placement of the first doctor. So, that's a really important thing.” (24:43—25:24)

“[Prospective associates] need to have a facility that's large enough to house the second doctor. You do not want to have a small facility, bring in the second doctor, and then split shift, because they're never there when you're there, and they’ll never really understand how the success was created because they're in the off-hours with a new team.” (25:24—25:51)

“If you're wondering what to do inside a transition plan, always go back to putting the patient at the center of the model. How will this impact our patients? So, if you have a split shift, your patients are going to have a very different experience if they come in on one shift or the other shift. It’s not going to be consistent. It’s not going to be comparable, and you're not going to grow the practice that way. So, that's why you would have to either move and build out another suite, or if you're fortunate enough to have adjacent space, not go overboard but appropriately expand your suite.” (27:05—27:47)

“In a general practice, we’re talking about the first year that the employee doctor is in the practice, the practice has to be strong enough to move 300 to 500 active patients, or new patients in combination, but that total, into the young doctor’s schedule in a thoughtful way. That's one indicator that you look at. If you can't do that without harming the host doctor’s productivity and personal income, then you're not quite ready. And there are lots of other things to look at as well.” (28:52—29:35)

“The owner in the solo practice bringing on the young doctor has to have a financial reserve fund sitting there to be able to absorb the additional expenses for much of that first year that the new doctor is in. Or if they're tight, financially, they’ll end up bringing somebody on board and after three, four months, regardless of the performance of the young doctor, they look at themselves in the mirror one morning and say, ‘Oh my God! What have I done? I put myself into a corner.’ So, that's a component as well that I wanted to mention.” (30:06—30:45)

“In the plan to add somebody to the practice, you need to calculate the ripple effect and the impact of what that's going to do to the practice. For example, are you staffed strongly enough that you can absorb another doctor without adding additional team members? Typically, they have to add an assistant, at a minimum. And then, there's a ripple effect. As the practice continues to grow, you're going to add more people. And that will fan the flames of the growth, but there is definitely a ripple effect. What kind of investment am I going to have to make in terms of updating some technology in the office to get ready to have that other doctor come on board? What are we going to have to be able and willing to spend on continuing education? What are our new staffing costs going to look like? There's a big checklist there.” (32:16—33:19)

“You could find a great person that fits your practice culture beautifully. And if you don't have your plan in place, it may not work.” (36:33—36:43)

“A successful transition is absolutely achievable. It’s available to you. You just have to be careful, cautious, make good selections, have a good plan together that is connected to your life plan, and you've got to be in a position where you personally are ready, financially and psychologically.” (36:50—37:20)

“You have to have a flexible plan. You don't have to have a rigid plan. And that builds some comfort into it because when we think about putting a rigid plan together, it really locks us in, and it feels like we’re in a straitjacket sometimes.” (39:38—39:59)

“The very act of planning includes flexibility.” (40:10—40:15)

“We can't try to begin a plan looking at what to do next week without some concept of why it’s important. That makes planning fun.” (41:28—41:42)

Snippets:

0:00 Introduction.

2:04 Paul’s background.

4:00 Why this is an important topic.

6:39 Why more than half of partnerships and associateships fail.

7:59 Everything begins with a transition plan and a life plan.

10:16 When associates should begin paying for themselves.

12:23 Be very clear upfront with prospective partners.

14:31 Define a highly successful initial employment phase.

17:17 Look for coachability.

18:25 What a mentorship looks like.

19:39 Key performance indicators to know.

21:52 Expectations to talk about early on.

22:58 Things to think about when expanding with an associate.

24:31 Have a large enough facility.

25:52 Problems with splitting shifts.

28:23 Be able to comfortably move patients.

29:36 Have a financial reserve fund.

30:46 Calculate the ripple effect of adding an associate.

33:21 Growth sucks out cash.

35:50 Other thoughts and cautionary tales.

37:44 You need a plan for your life.

38:57 How to get in touch with Paul.

39:33 Have a flexible plan.

40:15 What a flexible plan looks like.

Paul Sletten Bio:

Paul D. Sletten founded the Sletten Group, Inc. in 1975 in Denver, Colorado. They are in their 48th year of business and have developed an international clientele, having assisted and completed transitions in all 50 states, six provinces in Canada, and two states in Australia. They continue to exclusively work with fee-for-service dentists and their teams around the country.

It is exciting to see both people and practices grow, and to know they have had a hand in so many transitions brings them enormous joy. Their wide-ranging experiences allow them to bring what they have learned to each new client situation. This experience helps them know how to tailor their services to the unique needs of each client and to be able to offer multiple options to almost any client situation. Due to this ability to customize their services, the Sletten Group also works with all of the specialty practices in the dental industry.

Paul has spoken at more than 285 dental meetings around the country. This includes almost all of the major dental meetings and numerous study clubs. The topics focus on all aspects of Practice Transitions — including buying a dental practice, selling a dental practice, and much more — as well as personal growth and development for dentists and team members.

Pam Sletten, a partner in the group, assists and works in the business and is very involved in helping their clients.

In an effort to expand their range of services for young dentists and prospective buyers, the Sletten Group helps in evaluating practice opportunities and sets a proper course for professional lives. All at the Sletten Group continue to focus on their own personal growth. They come to the world with a sense of wonder and are constantly on a quest to learn more and apply that learning to the benefit of their clients. 


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00:39:17
348. How Much Should I Spend on Dental Marketing? with Xaña Winans
00:37:29
347. Modern Ultrasonic Debridement and Aerosol Management with Chrissy Ford, RDH
00:52:27
346. Posterior Composites – Tips & Tricks with Dr. Lee Ann Brady
00:59:14
345. Simple, Predictable, Digital Denture Workflows (With or Without a Scanner) with Dr. Wendy AuClair Clark (Covid Conference)
00:58:44
344. Cyber Security Episode with Debi Carr (Covid Conference)
00:57:26
343. The 3 Rs for Future Practice Growth with Sandy Pardue
00:41:59
342. What You Need to Know About Google My Business & Your Website with Kristi Simone
00:38:23
341. Do I Know That My Patient is Comfortably Numb? with Tom Viola, R.Ph., C.C.P.
00:48:07
340. Digital Implant Dentistry with Dr. Mark Ludlow
00:32:01
339. Leadership is Lonely with Dr. Barrett Straub
00:30:08
338. Digital Workflow, Telemedicine & Working from Home with Dr. Larry Emmott
00:48:14
337. Critical Steps to Fun & Predictable Dentistry with Dr. Glenn DuPont
00:43:28
336. How the Face is Supposed to Work with Dr. Michael Gunson
00:51:26
335. Post-Covid vs. Peri-Covid with Dr. Kevin Kwiecien
00:45:20
334. What is Your Practice “IT” Factor? with Dr. Michelle Lee
00:45:20
333. It Can't All Be Done With a Bur with Dr. Jeff Rouse
00:42:49
332. Up in Smoke: Will Cannabis Replace Analgesics in Dental Pain Management? with Dr. Tom Viola, R.Ph., C.C.P.
00:54:33
331. How to Manage the “Karens” in Your Practice with Xaña Winans
00:40:22
330. The Life Balance Mindset with Dr. Tito Norris
00:54:09
329. The Secret of Scheduling Success with Dr. Pat Lillis
00:51:44
328. A New Way to Look at the Comprehensive Exam with Dr. Kevin Groth
01:00:09
327. Bridging the Gap Between Material Selection & Clinical Application with Dr. Taiseer Sulaiman
00:51:57
326. The Fuel of Your Practice: Collections = Profits + Expenses with Dr. Ann Marie Gorczyca
00:54:39
325. What Most Dentists Are Missing in Their Practices with Dr. Leonard Hess
00:41:05
324. Reality vs. Social Media with Dr. Nate Lawson
00:45:51
323. The Art of Failure: The Top 10 Reasons Your Dental Marketing Flopped with Xaña Winans
00:47:11
322. Confessions of a Non-Practicing Pessimist with Robb Zbierski
00:46:32
321. Lower Risk – Increase Prognosis with Dr. Betsy Bakeman
00:42:58
320. A Completely Different Perspective on How to Enjoy Dentistry with Dr. Kevin Kross
00:38:41
319. The Future Foundation of Orthodontics with Dr. Drew McDonald
00:40:22
317. The Top Thing Dentists Miss or Don't Ask with Patients with Dr. Tom Viola, R.Ph., C.C.P.
00:49:45
316. Whine About it With the WINEgenist with Katrina M. Sanders, RDH, BSDH, M.Ed, RF
00:51:42
315. Seeing the Clinical/Technical Reality with Dr. Bob Winter
00:37:13
314. TeamSmile Gives Back with John McCarthy from TeamSmile
00:32:46
313. A New Look at Occlusion with Dr. Jim McKee
00:37:36
312. Could It Be Airway? with Dr. Tracey Nguyễn
00:36:02
311. Crushing Candy: Pandemic Mental Health Strategies and Beyond with Kristy Menage Bernie, RDH
00:36:22
310. Reshaping Dental Labs & Education with Dr. Mike DiTolla
01:26:08
309. Form Meets Function: The Magic of Interdisciplinary Care with Dr. Tito Norris
00:40:48
308. How to Produce 30% More Without Adding Any Hours or Raising Your Fees with Curtis Marshall
00:47:49
307. Solutions to the Edentulous Dilemma with Dr. Pat Lillis
00:44:57
306. Future-Focused Dental Sleep Medicine with Dr. Steve Carstensen
00:56:02
305. How to Avoid Making the Worst Hiring Mistake of Your Life with David Harris
01:07:16
304. The 2 Kinds of Dental Patients and Why It’s Important to You as a Dentist with Dr. Gary DeWood
00:52:00
303. Getting the Dryness Out of Dry Mouth with Dr. John Cranham & Dr. Thomas Eschenroeder
00:35:36
302. Mental Fitness: The Game Changer with Dr. Jackie Kinley
00:49:47
301. This is Good Sh*t: What Every Dental Professional Should Know with Dr. Uche Odiatu
00:51:27
300. Show and Tell or Show and Teach with Dr. M. Nader Sharifi
00:37:51
299. The Missing Piece in Skeletal Growth and Development with Dr. Rebecca Bockow
00:34:50
298. A Way to Find More of Your Ideal New Patients with Dr. Daren Becker
00:52:11
297. Regulatory Changes that Every Practice Needs to Know with Linda Harvey
00:37:58
296. The Acronyms for Success in Marketing with Xaña Winans
00:47:13
295. Avoid the COVID Mindset Gap with Dr. Christopher Phelps
00:48:27
294. Take Action: Treatment Coordination for a Successful Dental Practice with Dr. Ann Marie Gorczyca
00:56:07
293. Your Future’s So Bright You’ve Got to Wear Shades with Dr. Mark Hyman
00:47:24
292. What Holds You Back in Dentistry & Sleep with Dr. Erin Elliott
00:46:20
291. Move It or Lose It – Beyond Ergonomics with Dr. Uche Odiatu
00:50:31
290. The 5 Things That Patients Want with Dr. Sam Low
00:29:48
289. The Dental Sleep Medicine Recipe for Success: Part 5 – Billing and Documentation with Dr. Mark Murphy
00:36:03
288. The Dental Sleep Medicine Recipe for Success: Part 4 – Treatment with Dr. Mark Murphy
01:02:15
287. The Dental Sleep Medicine Recipe for Success: Part 3 – Testing with Dr. Mark Murphy
00:51:05
286. The Dental Sleep Medicine Recipe for Success: Part 2 – Screening with Dr. Mark Murphy
00:45:58
285. The Dental Sleep Medicine Recipe for Success: Part 1 – Physiology with Dr. Mark Murphy
00:52:04
284. Where Structured Interdisciplinary Concepts Started with Dr. Jeff Brucia
01:06:18
283. Why Leadership is Your Most Valuable Marketing Strategy with Xaña Winans
00:44:29
282. Both Sides of a Great Associateship with Dr. Kevin Groth & Dr. Renee Miller
00:52:23
281. No BS Interview on Digital Photography with Dr. Adamo Notarantonio
00:41:01
280. The Art of Selling in Dentistry with Dr. Leonard Tau
00:51:56
279. Right People, Right Seats with Kirk Behrendt and Christina Byrne
00:51:05
278. 7 Steps to Drop Your Bad PPOs with Dave Monohan – CEO of Kleer.com
00:49:44
277. 5 Things Every Dentist Needs to Know About Nutrition with Dr. Uche Odiatu
00:51:42
276. How DSM Saved Some Practices During the Pandemic with Dr. Mark Murphy
00:45:22
275. The Current State of Education in Dentistry with Dr. Wael Garine
00:39:59
274. General Dentistry & Sleep: How They Go Together with Dr. Erin Elliott
00:47:23
273. The Bulletproof Practice with Dr. Craig Spodak
00:47:24
272. Dr. John Cranham: A Story of Courage and Hope: The Cornell Effect
00:52:49
271. 5 Essential Numbers You Need for a Successful Practice with Dr. David Moffet
00:52:01
270. 270 - Best Financial Practices to Keep the Money You Earn with David Harris
01:03:01
269. 269: Dr. Scott MacLean: HOW I GOT HERE: Untold Stories of the Superheroes of Dentistry
01:02:45
268. 268: You Can't Always Be the Hero in Dentistry with Dr. Chad Duplantis
00:34:45
267. 267: Dr. Lee Ann Brady: Zirconia or Emax, Which is Better?
00:52:12
266. 266: Navigating Your Way Through the First Decade with Dr. Kevin Groth
00:59:31
265. 265: Janice Hurley: The Virtual Image Makeover for Dentists in 2021
00:40:10
264. 264: Critical Marketing Musts for a Great 2021 with Xana Winans
00:48:46
263. 263: Dr. Mark Hyman and Onset's Craig Conrardy: Seat Them, Treat Them and Complete Them
00:44:22
262. 262: Chuck Blakeman: The Need to Re-Humanize the Workplace
00:45:40
261. 261: Simplifying Real Estate Decisions with Austin Hair and Nathan Palmer
00:36:20
260. 260: The Isolation Factor and the Importance of a Team with Dr. David Mugford
00:43:17
259. Episode #259: Technology and Security in the Digital Age with Dr. Lorne Lavine
00:43:46
258. Episode #258: 4 Pearls to Maximize Your RDH Department with Dr. Sam Low
01:03:37
257. Episode #257: Update from the ADA and HR with Dr. Rich Rosato and Robyn Reis
01:02:28
Happy Thanksgiving from ACT Dental
00:05:28
256. Episode #256: Cyber Security with Debi Carr
00:54:33
255. Episode #255: Inside the Heart of the Dentist with Dr. Lauralee Nygaard
00:39:41
254. Episode #254: It's Only Money with Dr. Gary DeWood
00:36:11
253. Episode #253: Better Understanding of Appliance Therapy with Dr. Michelle Lee
01:03:04
252. Episode #252: How to Own Real Estate on the Front Page of Google with Sean White
00:46:06
251. Episode #251: 5 Fast Ways to Fill Your Schedule Now with Christina Byrne
00:51:57
250. Episode #250: Inside Secrets to Sequencing Restorative Dentistry with Dr. Glenn DuPont
00:39:20
249. Episode #249: What the Future Holds for Guided Surgery with Dr. Scott MacLean
00:56:06
248. Episode #248: The Dilemma of Digital Dentistry with Dr. John Cranham
00:55:47
247. Episode #247: Orthodontic Insights on Moving from Analog to Digital Dentistry with Dr. Drew Ferris
00:49:08
246. Episode #246: Authentic Secrets to Create a Comprehensive Practice with Dr. Joshua Austin
00:50:47
245. Episode #245: 5 Ways to Reduce PPO Dependency with Kirk Behrendt and Jenni Poulos
01:23:34
244. Episode #244: Treatment Options When There Are None with Dr. Bob Margeas
00:45:34
243. Episode #243: The Most Effective Ways to Get Google Reviews with Bob Sommers
01:08:12
242. Episode #242: 2 Very Powerful Ideas for Better Work/Life Balance as a Dentist
00:59:35
241. Episode #241: The 2 Secrets to Successful Reviews with Sean White: Whiteboard Marketing
00:58:35
240. Episode #240: The Keys to Letting Go As A Dentist with Dr. John Cranham
00:45:09
239. Episode #239: 4 Critical Steps to Not Losing Money With Restorative Cases with Dr. Glenn DuPont
00:36:21
238. Episode #238: Post-COVID: Are You Killing It or Are You Struggling? with Dr. Leonard Hess
00:52:13
237. Episode #237: The Future of Respiratory Health in Dentistry with Fred Joyal & Cherie Le Penske
01:05:23
236. Episode #236: COVID Update: Where Are We and What Have We Learned with Dr. John Molinari
00:39:49
235. Episode #235: Salary vs Hourly Wages - Which One is Best for Your Practice with Drew Hinrichs
00:37:12
234. Episode #234: The New Dentist Movement and Lesson Learned with Dr. Kevin Groth
00:56:08
233. Episode #233: Get More Patients Without Spending Any Money with Curtis Marshall
00:42:05
232. Episode #232: How to Avoid the Production Plummet (3 Steps to End the Year Strong) with Xana Winans
00:57:11
231. Episode #231: The Life of a Biomaterial Researcher with Dr. Nate Lawson
00:42:31
230. Episode #230: Occlusion & TMD -- Keeping it Simple with Dr. William "Bo" Bruce
00:24:31
229. Episode #229: The Red Flag Warnings of Heart Attack and Strokes with Drs. Bradley Bale and Amy Doneen
00:34:59
228. Episode #228: The Hidden Ingredient to Doing More Dentistry with Dr. Mark Hyman
00:45:29
227. Episode #227: Secrets to More New Patients by Removing Friction with Dr. Eric Rindler
00:40:57
Fighting Inflammation and Treating More Than Heart Attacks with Dr. Bradley Bale
00:33:10
226. Episode #226: Top 3 Fears of Patients and Dentists Combined with Dr. Ashton Prince
00:43:51
Making it Easy to Grow Your Practice Through Membership Plans with Megan Lohman
00:31:46
225. Episode #225: ScheduleWidget to Remove Friction with Drs. Bill Robbins and Joshua Austin
00:51:38
224. Episode #224: Getting Fit and Staying Fit with Dr. Uche Odiatu
00:41:18
223. Episode #223: Best Practices of Successful Membership Programs with Dave Monahan
00:49:41
222. Episode #222: 6 Steps to Time Blocking and Strategic Scheduling with Christina Byrne
00:45:17
221. Episode #221: Should You Pay Almost Nothing on Your Student Loans? with Travis Hornsby
00:37:38
220. Episode #220: The Secrets of Hiring with Tonya Lanthier
00:39:30
219. Episode #219: 5 Steps to Driving Your Dental Practice With Medical Billing with Laurie Owens
00:29:16
218. Episode #218: How Airway-Focused Dentistry Can Change Peoples Lives with Dr. Jamison R. Spencer
00:48:04
217. Episode #217: Dental Membership Programs with Jordon Comstock from Boomcloud
00:28:22
216. Episode #216: Communication Rhythms with ACT Dental Director of Coaching, Leigh Ann Feight
00:48:05
215. Episode #215 - How You Can Get More Patients Without Spending Any Extra Dollars Using the Data That You Already Have! with Curtis Marshall from Dental Intel
00:31:34
214. Episode #214: The Importance of Keeping Accurate Medical Billing Records with Laurie Owens
00:33:04
213. Episode #213: Why Your Practice Needs a Membership Plan with Dave Monahan from Kleer
00:50:28
212. Episode #212: Build Your Practice With a Wellness Approach with Dr. Doug Thompson
00:38:05
211. Episode #211: Airway: Why Can’t I Get My Orthodontist On Board? with Dr. Jeff Rouse
00:46:20
210. Episode #210: The Three Things You Need to Know to Understand Your Real Production with Curtis Marshall of Dental Intel
00:25:26
209. Episode #209: Developing Your Competitive Advantage: A New Way of Looking at Fee For Service with Dr. Jim Otten
00:42:29
208. Episode #208: Dentistry’s Untapped Secret to Attracting Bigger Cases with Xana Winans of goldenproportionsmarketing.com
00:35:54
207. Episode #207: The Major Shift Ahead in Dentistry with Dr. DeWitt Wilkerson, Senior Faculty at thedawsonacademy.com
00:56:07
206. Episode #206: Thriving in a Sea of Sameness with Dr. Joshua Austin
00:55:58
205. Episode #205: The 6 Changes Coming in Medical Billing That You Must Know with Laurie Owens
00:28:32
204. Episode #204: Instagram Marketing for Dentists with Rita Zamora
00:34:31
203. Episode #203: How Do I Reduce My PPO Writeoffs? with Sandi Hudson
00:57:10
202. Episode #202: 5 Triggers That You Should Consider Medical Billing for Dentistry with Laurie Owens of imagnsolutions.com
00:28:16
200. Episode #200: The 8 Reasons Why Your Practice Needs Subscription Revenue with Jordon Comstock of boomcloudapps.com
00:44:59
201. Episode #201: How to Supercharge Performance with One Finger with Curtis Marshall of Dental Intel
00:24:55
199. Episode #199: Hate Your Morning Huddles? Four Easy Steps to Reverse That with Curtis Marshall
00:32:50
198. Episode #198: Don’t Get Left Behind: 3 Things You Can Do to Stop Up Your Social Media Marketing with Laura Maly and Michael Anderson
00:34:03
197. Episode #197: The Marketing X Files with Xana Winans Episode 2- How to Use Video to Double Your Website Traffic in 2019
00:31:34
196. Episode #196: The Major Problem With Sleep Issues in Dentistry with Roger Price
00:30:05
195. Episode #195: The Marketing X Files with Xana Winans Episode 1- Leveraging Social Proof to Convert Shoppers Into Callers
00:34:21
194. Episode #194: The 10 Commandments of Successful Dentists with Dr. Mark Hyman
01:06:48
193. Episode #193: Orofacial Analysis with Dr. Kyle Stanley
00:21:58
192. Episode #192: Thriving as a Female in a Man’s World with Dr. Danine Fresch Gray
00:33:03
191. Episode #191: The Makeup of a Dental Thief with David Harris
00:43:00
190. Episode #190: 5 Fast Ways to Double New Patients From Your Website with Xana Winans
00:14:15
189. Episode #189: The Truth About the Top 10% of Dentists When it Comes to Case Acceptance with Curtis Marshall
00:23:43
188. Episode #188: 5 Steps to Doubling Your Production with Wendy Briggs
00:38:07
187. Episode #187: Profit First: A New Way to Look at Profit for Dentists with Drew Hinrichs
00:34:26
186. Episode #186: Kissing in a Denture with Dr. Marco Brindis
00:43:22
185. Episode #185: The Secret Recipe for a Successful Dental Membership Program with Jordon Comstock
00:39:25
184. Episode #184: The ADA’s Position On Pediatric Airway and Why It is So Important in Dentistry with Dr. Jeffrey Rouse
00:44:39
183. Episode #183: Don’t Save Teeth, Save Lives with Dr. Bob Gottlieb
00:44:53
182. Episode #182: The Two Things That Have Significantly Changed With Your Patients…and You Don’t Even Know What They Are with Fred Joyal
00:36:36
181. Episode #181: Terminal Dentition: Why Should We Care? with Dr. Ricardo Mitrani
00:39:18
180. Episode #180: The Key to Turning a Dental Need Into a Want with Dr. Chris Phelps
00:28:43
179. Episode #179: Why Collections Is the Worst Number to Track with Curtis Marshall
00:20:20
178. Episode #178: One of the Keys That Sabotage Patients’ Treatment Outcomes with Dr. Uche Odiatu
00:28:13
177. Episode #177: Does Balance Really Exist in Dentistry? with Dr. Daren Becker
00:41:10
176. Episode #176: How Many Insurance Plans Should I Be On? with Dr. Jason Stoner
00:50:46
175. Episode #175: The Missing Piece to Your New Patient Puzzle with Laura Maly and Michael Anderson
00:29:05
174. Episode #174: What To Do When Your Team Members Don’t Do What You Ask of Them with Rachel Wall
00:42:10
173. Episode #173: How to Get Financial Arrangements Out of Your Head and Into the Computer with Dayna Johnson
00:48:07
172. Episode #172: The Missing Middle Step in Creating Real Change with Katherine Eitel Belt
00:48:07
171. Episode #171: The Two Deadly Killers of Your Practice, and Most Don’t Know What They Are with Curtis Marshall
00:28:13
170. Episode #170: Time is the New Rich with Dr. Brian Gray
00:44:54
169. Episode #169: Millennials in Dentistry: Looking for a Mentor or Tormenter? with Dr. Roger Macias
00:44:20
168. Episode #168: The Keys to a Self-Managing Team with Dr. Fred Troxel
00:44:03
167. Episode #167: Childrens’ Airway: What’s New About That For Dentists? with Dr. Steve Carstensen
00:41:56
166. Episode #166: The Next Big Wave in Dentistry with Dr. Tom Dawson
00:36:07
165. Episode #165: Health Centered Dentistry in Modern Practice with Dr. Kevin Kwiecien
00:43:13
164. Episode #164: The 4 Keys to Increasing Productivity – And It’s Not About Speed with Dr. Bruce Baird
00:51:36
163. Episode #163: Unleashing the Hidden Power of Dental Assistants with Kevin Henry
00:23:05
162. Episode #162: Where the Codes Come From and the Magic Words to Get Them Paid with Dr. Roy Shelburne
00:48:29
161. Episode #161: Marketing Secrets That Really Aren’t Secrets with Kristie Boltz
00:48:03
160. Episode #160: Top 5 Tips For Practicing a Rewarding Career in Dentistry with Dr. Johnson Hagood
00:46:40
159. Episode #159: Bonding Techniques – The Superhero That No Implant Likes with Dr. Marco Brindis
00:44:59
158. Episode #158: 5 Steps to Medical Billing for Dentistry with Laurie Owens
00:29:01
157. Episode #157: How to Refocus and Re-Energize Your Runaway Brain, and It’s Not What You Think with Robb Zbierski
00:41:38
156. Episode #156: How to Avoid the Worst Hiring Mistake of Your Life with David Harris
01:07:00
155. Episode #155: The Top Nightmare Questions Patients Ask and Dentists Hate with Dr. Mark Hyman
01:04:39
154. Episode #154: How to Have Hard Conversations with the Most Difficult Person on Your Team with Laura Hatch
00:42:03
153. Episode #153: Be Proactive With Your Schedule with Dayna Johnson
00:49:55
152. Episode #152: Little Procedures That Make a Big Difference with Laurie Owens
00:48:30
151. Episode #151: The 5 Ways to Increase Production Without Seeing More Patients with Curtis Marshall
00:35:31
150. Episode #150: A Hopeless Tooth Is Not a Useless Tooth with Dr. Marco Brindis
00:38:52
149. Episode #149: The 2 Keys to Making New Patients Active Patients with Curtis Marshall
00:27:10
148. Episode #148: Fit to LEAD: The Performance Advantage with Dr. Uche Odiatu
00:40:33
147. Episode #147: 6 Mistakes to Avoid When Creating a Dental Membership Program with Jordon Comstock
00:40:04
146. Episode #146: Where Dental Benefits Are Going, and How to Prepare with Dr. Roy S. Shelburne
00:57:39
145. Episode #145: Get Found, Get Liked, Get Patients - Making the Most of Social Media with Rita Zamora
00:46:19
144. Episode #144: The 10 Commandments of Modern Dentistry with Dr. Christian Coachman of Digital Smile Design
01:00:53
143. Episode #143: How Bob Barkley’s Legacy is More Relevant Today Than Ever with Dr. Paul Henny
00:43:40
142. Episode #142: The 6 Top Ways to Increase Cash Flow with Dayna Johnson
00:57:12
141. Episode #141: Tracking Case Acceptance with Curtis Marshall
00:33:44
140. Episode #140: A Big Medical Secret to Getting Reimbursed on Big Cases with Laurie Owens
00:37:10
139. Episode #139: Unlocking the Secret to the Perio-Restorative Connection with Drs. Bill Robbins & Eric Rindler
00:35:56
138. Episode #138: The Secrets to Creating and Growing an In-House Dental Membership Program with Jordon Comstock
00:46:58
136. Episode #136: Three Ways Your Website is Costing You Patients with Laura Maly and Michael Anderson
00:40:57
137. Episode #137: The Hidden Secret of the Co-Diagnostic Process with Dr. Paresh Shah
00:43:47
135. Episode #135: Hygiene Case Acceptance with Curtis Marshall
00:36:46
134. Episode #134: How to Put Hundreds of Thousands Back in Your Pocket by Eliminating Hidden 401k Fees with Josh Robbins & Tom Zgainer
00:54:01
133. Episode #133: The Hidden Opportunity in the Future of Dentistry with Dr. Paresh Shah
00:44:05
132. Episode #132: Getting Your Message Right When Growing Your Business with Dr. Gary Sanchez
00:41:06
131. Episode #131: Because of This One Mistake, Dentists Are Losing the Ability to Truly Help Patients with Laurie Owens
00:30:58
130. Episode #130: Challenges on the Road Ahead in Airway with Dr. Jeff Rouse
00:36:15
129. Episode #129: The Biggest Loss You Have Everyday and You Don't Even Know What It Is with Curtis Marshall
00:33:45
128. Episode #128: Restorative Visit Metrics with Curtis Marshall
00:40:49
127. Episode #127: 3 Key Indicators to Grow Your Hygiene Department with Curtis Marshall
00:33:05
126. Episode #126: Do You Have the Guts to Enjoy Optimal Health? with Dr. Uche Odiatu
00:57:36
125. Episode #125: The Truth About Active Patients with Curtis Marshall of Dental Intel
00:38:56
124. Episode #124: Visualizing the Treatment Plan From the Wax Up to Definitive Restorations Part 2 with Dr. Andrew Cobb
00:51:51
123. Episode #123: The Turning Point When My Treatment Acceptance Went Up with Dr. Amanda Seay
00:35:39
122. Episode #122: Loving the Fight - A New Way to Look at Conflict with Katherine Eitel Belt
01:04:36
121. Episode #121: Visualizing the Treatment Plan From the Wax-Up to Definitive Restorations with Dr. Andrew Cobb
01:06:45
120. Episode #120: It's Not All About New Patients...How To Easily Grow Your Practice Without Spending a Ton of Money with Laura Hatch
00:41:54
119. Episode #119: The New Frontier in Dentistry with Dr. DeWitt Wilkerson
00:45:51
118. Episode #118: Live From Seattle Study Club Symposium 2018 with Drs. Bill Robbins and Bob Margeas
00:41:37
117. Episode #117: Live From Seattle Study Club Symposium 2018 with Dr. Jeffrey Boone
00:18:59
116. Episode #116: Live From Seattle Study Club Symposium 2018
00:45:20
115. Episode #115: Live From Seattle Study Club Symposium 2018 with Dr. James Woodyard, Dr. Pat Allen and Dr. Jason Stoner
00:40:38
114. Episode #114: Live From Seattle Study Club Symposium 2018 with Dr. Steve Carstensen
00:21:44
113. Episode #113: Live From Seattle Study Club Symposium with Drs. Jeff Rouse and Gregg Kinzer
00:25:46
112. Episode #112: Live From Seattle Study Club Symposium with Dr. Christian Coachman and Dr. Kyle Stanley
00:19:02
111. Episode #111: Live From Seattle Study Club Symposium with Dr. Christian Coachman, Dr. Rucardi Mitrani, Dr. Jeff Rouse - The Future of Dentistry
00:33:59
110. Episode #110: Live From Seattle Study Club Symposium with Dr. Brian Schroder, Dr. Robert Ritter, Dr. Joshua Austin
00:23:49
109. Episode #109: Why Your Redo Isn't Your Lab's Fault - How to Better Communicate with Dr. Andrew Cobb
00:52:42
108. Episode #108: How Dentists are Saving Lives Not Just Cleaning Teeth with Dr. Amy Doneen
00:23:07
107. Episode #107: The Secrets of the Next Generation of Interdisciplinary Teams
01:03:31
106. Episode #106: The Keys to a Successful Career in Dentistry with Dr. Robert Margeas
01:00:16
105. Episode #105: Coachman and Kois Live Planning
00:38:19
104. Episode #104: Q&A DSD and Invisalign with Dr. Christian Coachman
00:31:07
103. Episode #103: A New Look at the Link Between the Oral Systemic Connection and Heart Attack and Stroke Prevention
00:26:32
102. Episode #102: The Key to Predictability in Full Arch Prostheses with Dr. Kimberley Daxon
00:16:17
101. Episode #101: 4 Game Changing Elements of Digital Smile Design with Dr. Christian Coachman
00:45:49
100. Episode #100: Simplifying the HIPAA Hype with Elizabeth Anderson-Certified HIPAA Professional of Rhinogram
00:25:34
99. Episode #99: The Critical Elements to Understanding 3 Important Agreements - Independent Contractor, Partnerships, and Employment Agreements with David S. Cohen, Esq
00:35:52
98. Episode #98: Sequencing Treatment for Patient Success with Dr. Andrew Cobb
00:53:23
97. Episode #97: Insurance Dynamics - How to Be Patient Focused in an Insurance Driven World with Laci Phillips
00:26:54
96. Episode #96: 9 Options to Treating the Most Difficult Patient in Dentistry with Dr. Bill Robbins
00:43:12
95. Episode #95: The Best Tools for Screening with Dr. Jeff Rouse
00:38:47
94. Episode #94: 3 Keys to a Prosperous Relationship Based Restorative Practice (Corporate Dental Doesn't Have a Chance) with Dr. James Otten
00:47:10
93. Episode #93: How to Communicate Positively About Dental Benefits with Dr. Doyle Freano
00:58:08
92. Episode #92: The Lost Art of Equilibration with Dr. Andrew Cobb
00:34:18
91. Episode #91: How to Beat the Heart Attack Gene with Dr. Bradley Bale
00:48:55
90. Episode #90: Double Your New Patients Without More Marketing with Dr. Christopher Phelps
00:48:36
89. Episode #89: The Truth About Sleep Dentistry, and It's Not What You Think with Dr. Jeff Rouse
00:32:12
88. Episode #88: Two-Dimensional and Three-Dimensional Treatment Planning with Dr. Andrew Cobb
00:50:35
87. Episode #87: Superdentists: Dead or Alive??? with Team Winnepeg Progressive Dental Club - Dr. Paresh Shah, Dr. Tim Dumore, Dr. Hoda Hosseini, Dr. Rodrigo Cuhna
00:44:31
86. Episode #86: A Key Technique to Increasing Your Bond Strength with Dr. Matt Nejad
00:28:28
85. Episode #85: The 6 Tools to Putting Teeth in the Middle of the Smile with Dr. Bill Robbins
00:42:51
84. Episode #84: Improving Airway Through Orthodontics with Dr. Jeff Rouse
00:29:52
83. Episode #83: The New Trend of Hybrid Associate Agreements with David S. Cohen, Esq.
00:36:38
82. Episode #82: What Has Occlusion Meant to Me and My Students Over All of These Years? with Dr. Irwin Becker
00:55:43
81. Episode #81: Making the Complex Simple in Interdisciplinary Dentistry with Dr. Bill Robbins
00:51:33
80. Episode #80: They Didn't Teach Me How to Fire People in Dental School with Laura Hatch
00:42:00
Webinar: The Top 10 KPIs of a Thriving Dental Practice with Kirk Behrendt and Christina Byrne
01:21:17
Smile Trendsetters with Dr. Christian Coachman - Episode #01
00:57:58
79. Episode #79: The Four Metrics of Lost Opportunity in Your Practice with Dr. Mark Murphy
00:27:00
78. Episode #78: A Guaranteed Way to Build Patient Trust: The Exam and Records Process with Dr. Andrew Cobb
01:07:16
77. Episode #77: All On Four Treatment - Fiction or Fabulous with Dr. John Cranham
01:01:59
76. Episode #76: The Keys to Growing a Telephone Rockstar with Katherine Eitel Belt
01:03:01
75. Episode #75: Do Dentistry, Not Time. Clinical Records Prevent Criminal Records with Dr. Roy Shelbourne
01:03:07
74. Episode #74: 7 Things You Need to Know About Your Future as a Dentist with Google
00:46:12
73. Episode #73: How to Run a Dental Practice Instead of It Running You with Dr. Scott Leune
00:39:41
72. Episode #72: Making Your Practice Independent of You with Dr. Arun Narang
01:04:09
71. Episode #71: The Lip Factor in Orofacial Treatment with Dr. Kyle Stanley
00:30:43
70. Episode #70: Affordable Complete Care Dentistry with Dr. Ian Buckle
01:06:17
69. Episode #69: Setting the Stage for Yes: Applying the Proven Science of Influence with Dr. Christopher Phelps
00:41:22
68. Episode #68: Airway and the Future of Restorative Dentistry with Dr. Jeff Rouse
00:41:53
67. Episode #67: The Essentials of Hiring with Laura Hatch
00:39:47
66. Episode #66: The Recipe for Crisis Management with Dr. Marshall Wade
00:35:42
65. Episode #65: Interdisciplinary Communication in a Contemporary Practice with Drs. Paresh Shah, Tim Dumore, and Hoda Hosseini
00:58:50
64. Episode #64: One Thing You Need to Have a Healthier Practice with Lisa M. Spradley
00:49:13
63. Episode #63: The Keys to Enjoying Daily Endodontics with Dr. Rodrigo Cunha
00:49:06
62. Episode #62: Becoming the Restorative Specialist on Your Interdisciplinary Team with Dr. Daren J. Becker
00:52:35
61. Episode #61: Decoding the Digital Marketing Landscape with Fred Joyal
01:11:33
60. Episode #60: The Road Less Travelled in Restorative Dentistry with Dr. Zachary Sisler
00:42:34
59. Episode #59: One of the Most Important Ingredients in a High Performing Team with Dr. Barrett Straub
00:36:28
58. Episode #58: It All Starts With Marketing with Ann Marie Gorczyca, DDS MPH MS
01:08:29
57. Episode #57: The Keys to a Balanced Practice and Balanced Life with Dr. Andrew Cobb
01:09:12
56. Episode #56: Boosting the Assistant to Raise Your Bottom Line with Kevin Henry
00:32:10
55. Episode #55: The Importance of Dreaming Big and Steps to Make it Happen with Dr. Mickey Bernstein
00:56:05
54. Episode #54: ROH: How to Get a Strong Return on Your Hygiene Investment with Rachel Wall, RDH, BS
00:53:37
53. Episode #53: The Most Important Ingredient in Effective Patient Communication with Debra Engelhardt-Nash
01:00:17
52. Episode #52: Should GPs Place Implants? with Dr. John Cranham, DDS
00:58:04
51. Episode #51: Whitening to Restorative with Shannon Pace Brinker, CDA ACE
00:52:37
50. Episode #50: Photography's Secrets with Dentistry's Image Expert Janice Hurley
00:34:37
49. Episode #49: The Keys to Using Video Effectively in Your Practice with Janice Hurley
00:30:21
48. Episode #48: A Sneak Peek at the Future of Digital Dentistry with Dr. Robert Ritter
00:45:59
47. Episode #47: What Every Practice Needs...and It's Not More New Patients! with Dr. Ian Buckle, BDS
00:57:07
46. Episode #46: Making the Patient Your Partner for Better Case Acceptance with Dr. Glenn Krieger
01:00:05
45. Episode #45: The Re-Envisioned Vision: Rethinking the Vision Process so it Actually Makes a Difference with Katherine Eitel Belt
01:02:04
44. Episode #44: The Secret to Finding More Patients You Love to Treat with Dr. Ken Allen
00:59:13
43. Episode #43: How to Crush It in a Fee For Service Scratch Start Practice with Dr. Eric Jones
00:36:25
42. Episode #42: Where is Dentistry Headed? with Dr. Dan Fischer
00:37:37
41. Episode #41: The One Secret to Long Lasting Success in Dentistry with Leigh Ann Faight RDH, BS
00:51:39
40. Episode #40: Four Ways to Immediately Lower Overhead with Dr. Scott Leune
00:40:06
39. Episode #39: Simple Secrets to Successful Purchases, Sales and Partnerships with David Cohen, Esq.
00:53:33
38. Episode #38: The One Thing That Gives You Opportunity and Power to Change with Dr. Chris Ramsey
01:04:35
37. Episode #37: The Advantage You're Not Using in Dentistry with Dr. Mark Hyman
00:54:16
36. Episode #36: The Primary Reason You Don't Do More Big Cases with Dr. Andrew Turchin
00:50:49
35. Episode #35: The Keys to Buying a Practice and Making it Your Own with Dr. Eddie Morales
00:30:43
34. Episode #34: Calm Mind, Fit Body, Inspired Practice with Dr. Uche Odiatu
01:05:48
33. Episode #33: Progressing to a Contemporary Digital Practice with Dr. Paresh Shah
00:54:52
32. Episode #32: How to Finally Get Calls From Your Website with Mike Pedersen
00:54:00
31. Episode #31: The Key to Doing More Aesthetic Dentistry with Dr. Jason Olitsky
00:55:48
30. Episode #30: "How Much Will My Insurance Cover?" Answers to the Hardest Question From Patients with Laura Hatch
00:58:55
29. Episode #29: Letting Your Dental Practice Be the Source of Your "Happiness," Not Your "Happy Mess" with Dr. Leonard A. Hess
00:53:43
28. Episode #28: Rethinking the Work Day - The Straight 8 with Dr. Jake Kirby & Dr. Jerrod Crawford
00:46:07
27. Episode #27: The Non-Negotiable Components of Your Practice Image with Janice Hurley
00:44:05
26. Episode #26: The Recipe for Greatness in Hygiene with Wendy Briggs, RDH
00:50:56
25. Episode #25: The Perfect 60 Minute Hygiene Appointment with Dr. Sam Low
01:10:10
24. Episode #24: Why Challenging Patients Can Be the Key to Our Success with Dr. John Cranham
01:04:11
23. Episode #23: The Four Master Keys to Greater Productivity with Dr. Uche Odiatu
01:05:07
22. Episode #22: The Key Indicators That You Could Be Being Embezzled with David Harris
01:01:34
21. Episode #21: The Great Awakening in Restorative Dentistry with Dr. DeWitt Wilkerson
00:19:02
20. Episode #20: The Missing Ingredient to Becoming the Complete Clinician with Dr. Greg Tice
00:41:10
19. Episode #19: The Single Biggest Lie When it Comes to New Patient Flow with Dr. Scott Leune
00:43:15
18. Episode #18: 21st Century Dentistry-Reinventing and Differentiating Ourselves with Dr. Christian Coachman
01:08:39
17. Episode #17: Debunking the Biggest Myth to a Great Dental Practice with Dr. Craig Spodak
00:35:31
16. Episode #16: The Single Biggest Missed Opportunity in Restorative Dentistry with Dr. James Woodyard
00:39:56
15. Episode #15: 5 Ways Dental Marketing Falls with Fred Joyal
00:52:46
14. Episode #14: One Word That Kills Every New Patient Phone Call with Laura Hatch
00:43:59
13. Episode #13: Risks and Benefits With Patients with Dr. Lee Ann Brady
00:35:08
12. Episode #12: Dental Insurance Independence with Dr. Mark Murphy
01:03:31
11. Episode #11: Train Your Brain for Success with Robb Zbierski
00:46:28
10. Episode #10: Doubling Your New Patients with Better Phone Conversion Secrets with Xana Winans
00:57:16
9. Episode #9: It's Not About the Gums with Dr. Sam Low
00:37:28
8. Episode #8: Framing Dental Insurance Differently & Mentors with Dr. Eric Rindler
00:37:28
7. Episode #7: Obtaining the Best Crown and Bridge Results with Dr. Michael DiTolla
01:10:48
6. Episode #6: Reputation Matters and Marketing Musts with Dr. Joshua Austin
00:53:06
5. Episode #5: Confessions of a (Former) Single Tooth Dentist with Dr. Brian Schoder
00:41:45
4. Episode #4: What the Best Dentists Do That the Others Don't Even Think About with Dr. Howard Farran
01:37:41
3. Episode #3: Recommendation Marketing, Getting Google Reviews, and the Keys to a Great Partnership with Dr. Robert Ritter
00:51:25
2. Episode #2: How to Manage Manic Mondays and A New Way to Look at Dental Insurance with Dr. Chris Ramsey
01:00:52
1. Episode #1: The Secrets to Finding Great Dental Team Members with Dr. Ken Allen
00:35:09