Escape The Dental Chair - Mark Costes

welcome to the automatic patient podcast where we help your dental practice create a kick-ass recurring Revenue model here are your hosts Mr Jordan and Justin Comstock this podcast is powered by boomcloud create manage and grow your dental membership program schedule a demo on boomcloud tocom [Music] what's up everybody and welcome to another awesome episode of the automatic patient podcast today we have an awesome guest Dr Mark cosy a longtime friend we've been podcasting together for some time hanging out together for some time so uh also

with me I got Justin the co- our co-host what's up just how you doing what is up I'm doing pretty good so you get uh Twins and Mark today Mark what's up bro how you been I'm great man it's good to see you guys as if it wasn't uh you know complicated enough looking at you guys and figure out who's who you also have very similar names so your parents for that one but I'm doing twin themed podcast yeah twin themed podcast only you were a

twin it would make it even cooler I know I always fun fact um so our mom is an identical twin I don't know if you knew this and her her twin sister is our director of customer director of customer success at boomcloud so there's a lot of twin twins happening in our Liv you know and then my wife my wife's mom's a twin too it's weird what yeah way too much twins my wife's mom is a twin however I thought skipped a generation like does it

not or may it's super rare especially with identical twins right so J and I suppos to SK supposed to skip yeah but we're just really cool people so we're like we're not skipping that sounds like too much fun I'm not gonna skip that yeah so a lot of twins in the family it's kind of fun so Mark um man you've been in dentistry for how long now I know your story um depends on if you count dental school started dental school in graduated in ' 02

yeah so I was h a clinical dentist for 21 years before I retired in April of 2023 reti April from Clinical yeah you're still owning practices I would imagine and I know all the other stuff you do sold the last four practices the same time that I hung up the handpiece yeah so now the extent of my clinical kind of care is mission trips which I do a lot of and I'm a co-owner co-founder co-instructor at Colorado surgical Institute in oh that's cool I didn't know

that very cool yeah I was telling my wife through the day because she she was a dental assistant it's like we can't get away from dentistry in our family it's weird and she's like I was telling her about your mission trips and she's like oh my gosh that's like my dream to go down and and and do some type of mission trip in dental and I'm like sweet I know a guy yeah we' love to have her anytime we're always looking for assistance we just got

back from Tanzania which was an incredible 10-day trip uh going to the den Republic that's our annual leaving for that over Fourth of July weekend and then we have two weeks in Fiji go yeah that's fun in September yeah can't wait yeah that's really interesting so cool that you've been able to do that and have had a successful year in or career in dentistry kind of the focus today Mark I want to talk about most dental practice owners and you and I've talked about this a

lot they tend to get stuck in the chair too much and they don't own their business if you've read the book eth um talks a lot about and Justin's a freak when it comes to eth type stuff I've already got some quotes pulled up from that book franchise prototype which isest things I ever talked about on stage really that's cool yeah it's funny because we have the sexy6 books and uh the emyth Revisited was the first of the sexy6 and all of my all of my

the members of my Mastermind group still get a copy after all these years years this is 12 years later when I started the Mastermind so every every new member gets a copy of that book among others yeah that's awes wonder I actually met Michael Gerber at a at a d conference we both were speaking at it and he was a keynote and then I hung out with him after and you know yeah he wears a little hat a little I don't know it's not a fedora

but it's equally weird hat type hat yeah it's very unique yeah but he's awesome so most dentist do they get stuck in the chair uh um and we can relate too on the dental lab side you know we we on the lab side and most most of our listeners know that we both Jus and I came from the dental lab side we call it getting stuck at the bench right yep same thing and it's really when a a a business owner gets stuck in the in

the Tactical um or the technician side of the business and they they can't break out and and really scale their their business so Mark talking on this today like what what are some the things that you can talk to our listeners about with your experience on on how you've been able to escape from the chair and build awesome businesses including your practices well thanks man uh yeah so Michael would say Mr Gerber um don't know him personally like you do uh Michael Gerber would say um

you know you're either a technician a manager or an entrepreneur right and then you know Robert kisaki who's been on my podcast would would say it in a different way you're either you know a technician or you're you know a small business owner or a large business owner yes active versus passive income all of those different types of kind of themes come to mind when you ask a question like that and I think that um a lot of people listen to my story you know 16

Dental practices and I kind of checked out of the dental chair several times in my career but the problem is when you are a practice owner in a remote kind of area not even remote but relatively uh small town yeah I have you know I had three practices in this part of the world at 16 practices total you know if if we would lose an associate I would have you know six months earlier officially retired from Clinical dentistry and then I'd get sucked back into the

into the practice again until we find another associate and then I'd retire again and I'd go back in and so it's kind of a revolving door of in andout of the dental practice but uh I think that if you're going to be a true business owner you have to look at this kind of in the Michael Gerber way where you're actually not the person doing the thing you're somebody that is managing the thing and if you choose to be one of the technicians within a dental

practice or if you choose to be a baker in your bakery or if you choose to be a surgeon in your surgical you know facility you're you're a technician but you're also you're also potentially still an entrepreneur what what you have to do and what you have to set up is a situation where the proceeds or the profitability or the EIT whatever you want to call call it from the operation minus your actual technical work is enough to support your lifestyle um so I have you

know kids I call them everybody in dentistry is a kid to me now you know I have kids that uh come up to me and like dude I just want to be you I'm tired of of of uh clinical dentistry and I I just want to I want to be you know the CEO of my dental practice um in the next 12 months how can you make me do that how can you help me do that like well how long you been practicing well this is

my third year and uh my practice is sub $1 million and uh I have $900,000 in practice debt and $600,000 in student loan debt I say well respectfully sir um you know you can't really think about becoming a strictly a business owner without your technical um without your technical contribution for some time you got to right side yourself up and you had to handle the debt first because we go through seasons right there there are seasons of dental practice ownership there's seasons of of a professional

career and right now son you're in the season that I was when I was a hustler and I was working 60 to 80 hours a week and I was driving from practice to practice and my kids didn't see me much and my wife didn't see me much now you don't have to make that decision but there are seasons and right now you're in the season of pay down debt as aggressively as possible live within your means uh set aside you know um a slush fund an

emergency fund and work on the basics first and then when you once you right side yourself up and the proceeds of the practice are enough to pay for everything including your student loans including your house and your cars and private school and and uh food and all of that stuff you know the the uh base level of maso's hierarchy of needs once you can do that with your business and you're comfortable living within those constraints then then you are free and you don't have to be

a technician anymore if you don't choose to be but you know I think it's important and um I think people skip this they look at somebody that's further along the line like you guys or like me and they're like I want that right now yeah I didn't decide that I didn't decide this 21 years ago and then flip a switch and then it was so you know I I I didn't have the ability to quit General Dentistry or being a clinician until about seven or eight

years ago which was about you know 13 14 years into my clinical career so it doesn't happen overnight but you have to understand the basics of what it what it means it means that the the proceeds the profit of the business minus your technical contribution um is going to pay for your living expenses basically yeah that's actually a great perspective when I like when I started boom Cloud it wasn't like magic yeah I got a business in a box and it's it's operating like we we

I started boomcloud from scratch without any investors and I we call it Sweat Equity right where you've got to build it and then you can you know I think what when I brought Justin on he helped build the systems in place so I can start right start getting rid of myself and firing myself from all the roles that I had to do in the early days of of our company delegating him right to other people yeah and it's you're right it is an evolution um it

it doesn't just happen overnight it it does take some planning and and some understanding of what it gets to you know what it costs and and what you need to get to that stage of the business but yeah most I I remember thinking like the little young guys that you're talking about um remember thinking you know why can't it just run by itself without me um today it does but yeah founding days no it's hard right uh I'd like to I'd like to share a quote

one of my favorite quotes from Michael Michael Gerber is organized around business functions not people build systems within each business function let systems run the business and people run the systems people come and go but the systems remain constant and that's what we've had to focus on here is creating a a um a system where people can basically plug into and operate at that level so the the business remains consistent because people come and go all the time yeah that Mark that that that quote reminds

when you talked about Associates and we hear it all the time in Dentistry Associates probably are the most challenging to hire and retain from what I hear and I'm sure you managing 16 locations asso hygienists yeah those The Producers within producers yeah so how do you back to that quote that Justin just read how do you build a practice around the system so when people come and go the business is is is consistent yeah yeah that's that's a great question and you know that Michael Gerber's

example in the e- myth was a McDonald's right and it was Sarah's pie Sarah's pie shop where she was making pies and she was just like a young dentist where we're so excited and we're so excited about the you know the the the uh Three Degree taper and 2 millimeter reduction that's with our lab technician and we dork out emergent profile and all that all that stuff and then you know you look at them three years later and they look like somebody beat them over the

head with a you know with a with a whiffle ball bat because life and business and and the clinical stuff and the management and the people and all that stuff just beats you down after a while if you're wearing too many hats so like if you're looking at a business like Dentistry it's not a McDonald's because you can't have a 17-year-old manager that just plugs into a system and uh you know you can't just hire somebody off the street to do an implant or a or

a crown and Bridge procedure um so there's a complexity to Dentistry that you can't take from a book like emth because there's something a little Advanced or very than a hamburger yeah than a hamburger or a pie shop you know um so that that adds complexity uh to the whole notion of this lifestyle practice or a passive income generating machine right so if you're if you're looking at scaling and removing yourself and creating a process-driven dental practice a systems driven dental practice that's not solely Reliant

just on human beings um like you're saying Justin you need to have even more robust systems you need to have robust systems for recruitment and for uh for retention quality control within the the clinical kind of output uh you need um you know you know uh some sort of calibration in your treatment planning and case acceptance and and all that stuff you need an onboarding process so within a certain period of time everybody's kind of seeing a treatment plan the same way and presenting it the

same way and getting you know relatively similar results when when it comes to the clinical output so there there's there's a complexity to it that you won't find in the e- myth but it is that that does not mean that it's impossible obviously sure yeah right day you know there's 700 and I think mb2 is closing in on 700 locations I think you know I think uh Heartland is closing in on 2,000 locations and and they figured out a way to do it so um you

know us practitioners that have one or two practices that want to get to five that's there's definitely a way to do it there's and and the people that have five operatories and that want to get to 10 operatories and that's that that'd be good for their career there's definitely way a way to do it but you have to be reasonable about the fact that this has to happen I have to have written down somewhere some sort of process for onboarding an associate for retaining an for

for checking the quality and and calibrating you know the the treatment plans and and the philosophies uh of a clinical provider so those things have to happen and then you have to you have to look at every position that way you know a chair side assistant has the same kind of um calibration and onboarding Etc expectations um and uh accountabilities that everybody else in the organization has in that same role Etc so that's the way you have to kind of look at things that it's all

about onboarding it's all about consistent implementation accountabilities you have to be a strong leader in order to pull it off so I mean the list goes on and on yeah and I would imagine Mark you like back to like clinical methodologies I don't know what you guys call it that's how I'm calling it I would imagine that you like you make sure that that whoever you're bringing on because I mean we have like here at boomcloud it's it's similar right we have developers that that like

that are similar to dentist that are sitting in their chair coding right they gotta be on a laptop I I was never one of those guys so um we operate the business a little differently but we do have methodologies for each department so like like our development uh uh uh Department has their own a methodology that we all agree on and we all follow I would imagine clinical is the same very similar and then we have like a sales methodology that our our sales and marketing

team follows and on and on right I would imagine it would start there and that way you can um recruit we also have a recruiting methodology like Jess and I talked about this all the time where we have people and and talented people that we need to be um always attracting and we always say we got to fill the backlog of of of humans right right so whether we need like to hire or not we're always uh networking and trying to recruit so that when the

time is needed like if if the associate dentist says peace I'm out we have another one to replace that we've already networked with and you know built a relationship with that's kind of how I would imagine Dentistry would operate very similar to how kind of we're operating because I mean you know uh there's top talent that you have to attract in our company very similar SAR to attracting an associate dentist so if you don't have that function in the business it could get real clunky in

regards to um finding those Associates to then keep building and and adding to each practice that's how I think of it though I don't know if that's right no no I agree 100% And I think that one of the things that's so cool and insulating about Dentistry is that you know it's difficult to get into dental school it's difficult to pass dental schools difficult to get proficient in clinical dentistry and then it's really difficult to learn how to run a successful practice so you have all

these hurdles to get to a place where you can scale yourself but there are yeah I mean the checklist is thousands of of checks long before you're qualified to go buy that first practice and then the second and then the third and then the 12 or and then the 15th right so yeah the bar is set actually quite high for the things that you have to do but the bar is actually set pretty low for the number of people that are able to accomplish it so

if you um which means and what I mean by that is very few people are able to accomplish it so once you kind of break through that glass ceiling um it's it it's it's clear blue skies if if you have the competitive Advantage exactly because because you know there's very few people that that have all of those particular skill sets so um I think that it's really important for you to understand what it is that you have to become proficient in uh first and foremost and

then once once you understand what that is you have to go out and seek that knowledge and and get those reps yeah no I love that okay back to your your story of the Three the three-year dentist that's in like what what's the very first thing he or she should be doing to position them because I know Den I've known dentists for a long time right me and J have been in the industry we know a lot of dentists we have family that are dentists and

friends and it seems like they all get stuck in the chair um what is at least for you Mark when you decided I don't want to be stuck in the chair like what what's the first things that you did or looking back what you could have done earlier to help kind of accelerate the I don't want to be stuck in the chair mentality yeah I'm just lucky because it took me three years in 21 tries to get into dental school right so I was so it

took me forever and I was the kid that was just like had his his face pressed against the glass trying to get in like cool guys that are dental students I wish I was as cool as you dentists that are dentists so I know now look at you now it's the reverse dude uh but you know I I I always thought that you know to myself I made a deal with myself if I ever got into dental school and got my degree that I was going

to leverage this thing to the maximum right I was going to figure out every way that I could to help as many people as I could whether that was patients or other dentists I didn't know exactly yet uh at the time but but I knew that I was going to leverage the degree to to the maximum and like to to if I'm speaking to this three-year dentist if you are a hammer the whole world is a nail right so we spend the most of most of

our time talking about how we can improve our clinical skill set how we can become more efficient and more proficient clinicians so when we bump into a problem in in business ownership the first thing that we turn to is that clinical safety space right so sure how many times have you guys seen this with dentists right it's like oh my God my cash flow I'm upside down my debt is out of control like I don't know where the money goes uh you know I'm I'm producing

$100,000 a month and I can't make payroll Ever every month I don't know if you talk to dentist like this but this is like the common that I that I talk to dentist about it's like where's the money like I'm producing so much where's the money so you look at a dentist like this threee this threeyear guy guy we'll call him Dr Mike so Dr Mike is going all right I have a cash flow problem what I do know how to do is Dentistry what I

need to learn more of is more advanced dentistry in order to get myself out of this pickle right so so Dr Mike is now saying all right I'm negative $25,000 a month and I'm putting payroll on my credit card and I calculate that I'm about eight months away from from bankruptcy what I really need to do is what I'm comfortable with and go take that implant course or go take that occlusion course yeah or go learn how to take out third MERS or get my AV

sedation I believe me I own you know I'm a part owner of Colorado surgical Institute I support all of that but the first thing that Dr Mike has to do is figure out how a dollar flows through his practice and why yeah right figure out where the holes are in your bucket first bro because if you pick up another clinical skill set you're going to figure out how to produce more dentistry and more of that liquidity is going to fall out of the bottom of your

bucket you haven't figured out how how to run a business yet so first and foremost Dr Mikael figure out how to run a business find the right mentors find a group that you could join find a consultant find a coach do whatever you have to do to educate yourself on why there is no money in the bank account at the end of the month when you are producing what you're producing so first and foremost get educated figure out how dollar flows through the practice learn how

to read Financial reports read how to understand why uh the reports say what they say and then we can talk about all right we're going to increase the number of new patients that we get so I'm going to talk to a marketing company now we could talk about all right I'm gonna get my I sedation license and I'm going to learn how to do all on X but you have to do it in the right order or else you're find yourself in a very precarious situation

with unlimited skill set and no cash no money yeah cash is King cash flow is King we learned this a ton Mark so Justin and I as you know manag my dad's dental lab and very similar story We where's the cash at the end of the month very where where the hell did it go and what the hell should I do right what's the what's the solution Justin where where's my cash yeah right you know it kind of It kind of uh turned our mindsets to

working in the business yeah right making and forc us to work on it and figure out the functions of the business so we weren't having cash flow problems so it's it's that mindset the mindset shift from working in the business to actually on the functions and making sure that those functions are healthy and operating the way that they need to operate instead of uh just dealing with cash flow problems oh that's that's yeah that is not fun we've we've it's not fun it's it's so I

feel any dentist that maybe going through that um there are definitely Solutions I Mark when I started boomcloud I I I started this company and I'm like I don't want the problems that the dental lab had that the dental lab had in in my business and one of the first things that we did when I set up boomcloud is we set up a percentage based budget system right which we still use today um meaning I I like to know where my my cash is and what

and where it's going every month and as we the reason why I recommend a percentage based budget is at least for me in my company my company is scaled year-over-year right so it's changing Ing and stretching and doing all these things that I'm like I don't I don't know you know you can't predict everything so I love percentage based budgets because they scale and when they scale more more free cash flow you know is created and then you can say well what what else do we

need to invest back into in the company is it a director of marketing which that just happened for us at boomf we just invested into a new director of marketing because of our percentage based budget system I think that's where it starts at least for me and and knowing the cash flow problems that a dentist may have I love having some type of budget that we're following and then it scales up as as we continue growing that way you're not having to redo the budget all

the time it's like oh no here's the budget this is where it's currently sitting here's our payroll our R our our lease payments to our building our our software I mean because we're a software company and we spend a ton of money on software to help us create software it's ridiculous weird and uh but that percentage based budget has helped me as as a business owner and operator over time navigate um the complexities of a of a business that's growing with more headcount and all that

so I don't know if that's anything that that you've done but that's that's kind of where my mind goes talking about the cash flow issues yeah for sure oh God you're speaking my language man so yeah baby I don't know like uh DSi uh the coaching company is 12 years old this year uh well 12 years old we started in 2012 uh with our first you know 11 clients now we have I don't know 230 or something but um fantastic slow growing intentionally intentionally slow growing

we have we have 21 coaches and uh it's it's just an incredible business but what we developed I want to say six or seven years ago was this belt system so I I don't know if are interested or at least at least minimally aware of martial arts but we have a belt system that that is exactly like martial arts you can come in as a no belt a white belt blue belt brown belt black belt and um this is based on you know categories in in

expenses and and when we when we are looking at a p&l we convert that p&l to one of our kind of what we call a scorecard so your scorecard is based on all of the main categories of expenditures in your dental practice you got fixed and variable expenses and if you are a no belt which means that you're overhead is greater than 65% and your leadership score is low your your culture score is low your systemization score is low we we we track all of this

stuff for every single based on assessments so if you come in and you don't have a white belt yet then we set your numbers and your categorizations as goals to get there each of your categories are set to from zero belt to white belt once you hit white belt we reset all of your categories to new uh to new goals and new percentages to get that blue belt once you get that blue belt 55% overhead and your your leadership score systemization score and culture score hits

a certain percentage then we reset everything to try to get to the brown belt and then again to the black belt level so the people that are black belts in our organization have very low overhead very high um culture score very high system systemization score very um leadership score and that's how we are constantly creating this um this model of Ascension like all right I'm a blue belt now I now I got to get to Brown I'm a brown belt now I got to get to

Black and then the black belts are just in rarified air and we've created this kind of um really cool culture where the black belts help the white belts but when the white belts are getting coached by the black belts the black belts are like ah I forgot how to do that it's been so long since I was a white Bel and then they learn stuff it's just like martial arts class man when you're cool that's awesome when you're when you're sparring with or rolling with um

you know a black belt and you're a blue belt the black belt learns as much as the blue belt right yeah that is so cool I remember yeah years ago I went to one of your down in presca you did a you you had a uh I don't know if you call them masterminds you call them masterminds he had one of those and it was fascinating to see your model with the white blue brown and black belts um that's actually really cool so you're you're helping

practices in each stage which back to like my percentage based budget what we do it it it fits into that really well like okay when we get to this stage you know what are the what are the changes we need to make as a business and one of the things for me was it that's that's been challenging as we hit those stages is I get boomcloud is a great cash flowing company right so I get comfortable with all that cash flow and then and then we

get to the next stage like well we need to make these next Investments right and then I'm like oh I really want that cash flow but to be able to take to the next level you kind of have to stretch yourself and get out of your comfort zone from and I've learned over the over the years is like man actually it's better to get it's better to get comfortable out getting outside of your comfort zone because then you grow and you you take the business to

the next level and it helps not only you as the owner but everyone involved it's so it's so critical the the longer I've run this business if I make a call it a selfish decision when it comes to finances it it shoots all of us in the foot from in in regards to growth right so I would imagine your white blue brown black levels stretching those individuals to get to that next level because it's not easy it's always a stretch at least in my experience it

is always a stretch I feel I feel like once you get to a level where you're comfortable like you said instead of instead of stretching for a lot of us instead of trying to get to the next level we're trying it's trying instead of trying to win we're trying not to lose yeah and as soon as you start trying not to lose that's when things start to go actually Haywire if you're an athlete you know that you know if you're if you're playing in a football

game right before playoffs and you're trying not to get hurt you're playing not to get hurt 99% of the time that's when you actually get hurt because you're playing half speed and you're being cautious and it changes your regular your regular rhythm and when you're when you're trying to win versus trying not to lose uh you're actually in a safer place um that's the way I that's kind of a philosophy of mine yeah no that's interesting and I I'm like I've noticed that the reason why

I've always had coaches and Consultants help me is because I do get stuck in the trenches and I know that and I know how dangerous that can be not only for me but for the entire organization so as as practice owners you know are going through their journey of of owning and growing a practice to one to two to locations and Beyond um I I always recommend having some type of Coach that's what what gets me out of my my uh comfort zone and even even

guys like Justin my leadership team having smart guys that are pushing me and and stretching me it's because it's it's it goes both ways right they're they're in the our leadership teams in our company they're learning and growing they're pushing me to learn and grow and to make decisions to stretch myself I think uh making sure as you're running a practice getting those types of leaders involved and and coaches is so critical I've always had a coach and and even a f friend group I I

I pay to be part of a mastermind group um with other software Founders you know and there's a there's a guy that's built his his career kind of like you right we'll call him the mark of the software industry he built he's had an excellent career and a lot of exits and success and every month we get together and he coaches us and stretches us and it is awesome and I like want more of it right so I would encourage all the practices listening um or

the practice owners on the call like that that's so important and it for me it's been so critical to get to the next level and Mark I would imag I know you have coaches and mentors I've heard you talk about them on your podcast I would imagine they've helped you get to that next level and and uh get out of your own way oh absolutely man I it's funny how you know myopically we see things when we're actually just staring at the same problem all day

every day yeah it doesn't even take an expert to just stand behind you and go have you even considered doing this tiny thing or that it's like yeah actually no I have been staring at this and I couldn't figure this out it takes one person from an objective standpoint standing 10 feet away from you just to be like oh everything is so clear in comparison to how you see it and that's the role I see coaches you know it's like you know LeBron's coach and Tiger's

coach they're they're not they're not actually better athletes or better at the technical aspect of anything they just have the ability to see from a different point of view where they can improve and how they can maximize their performance um you can't you can't put anybody that's you know a world class level anything uh next to their coach their coach is not going to be better than them at anything technically speaking just have a different vantage point a different perspective and enough experience to know that

hey if you do do this just subtly this way 2 millimeters to this direction it's going to make all the difference in the world and and that's what's going to break you through you know whatever barrier is holding you back right now yeah I love that dude um so you've been running DSi you said 12 years is did I get that right 12 yearsi 12 years um the podcast eight years okay yeah and then and then you got Dental success Network as well you you do

a lot in the dental industry to help practice owners what um if if a practice was you know a dentist that owns his practice is listening to here talk about DSi for a minute um I think fascinating I've personally been to several of your Mastermind groups and of course your your live event what like what kind of practice expect if they were to um join your DSI yeah so DSi is uh a special place you know when when I was on the come up I was

looking for exactly what you were looking for I was looking for a community uh of of like-minded people and and you know frankly in in 2003 when I had my first practice um there was nothing nothing available so I was also very into fitness um I had developed a fitness product uh in addition to owning three practices at the time uh and you know I was a personal trainer for 13 years I was a you know Collegiate athlete and stuff so I was really into fitness

um so I felt like those were my people and I found actually a fitness Mastermind group they were all they all um uh either Fitness franchise owners or or gym owners uh and personal trainers at the same time so I joined a fitness Mastermind group and uh and I was like H you know gyms are not all that different from from Dental practices and it was through this this group that I met my very first business Mentor Beados kulan who's one of the biggest franchise franchise

guys in the world now I I can I'm so blessed to be able to call him a personal friend and he took me under his wing and he's like dude you don't need to be in the fitness industry you're a dentist you deserve this degree you deserve to to be able to build on you know all of your hard work let's take kind of some of my basic fundamental ideas and try to apply them to a dental practice and I did that and you know the

practices exploded and he was also the person that helped me kind of structure my very first coaching group and that coaching group uh is not like a regular consultancy we don't take a coach and send them out to your office you know uh three once every three months we don't have a cookbook we don't have like a recipe book that says all right first you're going to go through module one and then you're going to go through module two and then you're going to you're going

to call me on you know Tuesday and Thursday and we're going to check in it's totally totally different we have the people that are the coaches within our group have already been through the group they're all practicing dentists they're all business owners and they're giving back to the community by coaching them on what they've learned so they're black belts and they're coaching the other people within within the group so the coaches are black belts we have a really really strong emphasis on financial reporting and financial

analysis so we have a whole financial analysis Department with in DSi so we work directly with bookkeepers and CPAs we get raw data from your practice management software and we create customized reports for you every month and we we coach you based on your financial reports in one coaching call and then we have a CEO call where we teach you how to be a better leader uh and implementer within your dental practice and then we have Live Events where we meet four times a year and

um uh we have unlimited coaching for anybody on the team uh so it's just a much different environment and you'll see if anybody has ever been with another coach or consultant before they try to separate their clients because they don't want them comparing notes like they don't want them they don't want know 16 people in a room that are all saying yeah this isn't working for me either like they so they separate their clients as much as possible we put our our clients or we don't

even call them clients we put our members in the same room off as often as we possibly can because there's magic in Sharing best practices and collaborating and supporting and so the magic magic of the group is that the coaches are are community members and the the community members are encouraged to engage together share best practices and to support one another so the results are unbelievable I would put our group up to any other group in dentistry we we probably have the most successful Dental practices

um so cool very very very very high level love it yeah I believe uh Napoleon Hill in his book um one of my favorite books is Think and Grow Rich talks about the Mastermind um a lot and it sounds like you've kind of mastered that within uh DSi so super cool what's the website for DSi and how do like do people just reach out to you or is it like hey you got to know us type thing like how does that work no I mean there

are there are people that are more suited for this type of learning envir than others uh you can find anything else about me at TR Dental success.com um probably the fastest way to engage with me is to direct message me on Instagram I know that sounds cheesy but I'm Dr Mark Dr M RK Coes on Instagram just uh follow me and hit me up in direct messages and um I will I will return your message within a day uh but true Dental success kind of uh

goes over all my speaking engagements travel over 120,000 miles a year um last year I made 18 trips to 70 70 cities and four countries so I'll probably be in a city near you at some point Dental success will tell me tell you where I'm at Mark coming to a city near you I love it you're gonna love this dude you're gonna love this I'll send you one but our our this year's Summit t-shirt is the dental success World Tour and it like it's just like

back and it has all of my all of my speaking engagements on the back and I I think there's like 26 or 27 so it it has like the name of the it has the date the name of the event and the city that we're in so it looks like a concert T-shirt yeah Rock concert yeah we like we like rock concerts over here at boom so it's awesome well Mark thanks so much for for hanging out with me and Justin having having some twin talk

today twin twin talk yeah you guys were very gentle I I didn't feel I didn't feel that left out I appreciate yeah yeah um no we appreciate you man uh I've enjoyed getting to know you over the years I think what you've built in denistry is awesome and fascinating so keep it up brother and uh excited to bring you on more of the episodes here in the future and just hang out more yeah thanks guys I really appreciate you both uh you guys have been super

super uh gracious and generous with your time with my team um you guys are part of a little mini Mastermind group that we're trying to trying to create as well with with like-minded uh entrepreneurs so thank you guys so much for all of your your gracious support and guidance um over the last few months yeah with that said everybody we hope you enjoyed the podcast today it rock on rock on bye