Uniting for Success: Elevating Patient Care with Innovation and Collaboration

welcome to the automatic patient podcast where we help your dental practice create a kickass recurring Revenue model here are your hosts Mr Jordan and Justin comto this podcast is powered by boomcloud create manage and grow your dental membership program schedule a demo on Boom cloud.com [Music] what's up everybody welcome to another exciting episode of the automatic patient podcast I'm your host today Jordan Comstock with me my trusty director of marketing Bentley fulman what is up dog how are you doing uh it is a beautiful day

we're excited to be here um I love talking about uh Dentistry stuff with actual pra clinicians and so this is going to be a fun episode I'm trying to get the vernacular right I keep calling you guys practitioners or providers and I'm learning uh through a couple of rebukes that that's not that's not the the way you guys like to be addressed so H you're not wrong though we've been called worse nice today we have all all the fellas from Wood River Dental we have Ryan

Jared and Dan what is up guys it's so I'm so pumped to have you on the podcast today it's exciting to be you ready to get take this train right off the rails let's just it'll probably take us five minutes Sweet let's go so let's let's talk let's do a quick overview you guys I mean we've been working with you guys for several years now here at boomcloud and you guys we spent some time in Texas together at Dr Mark cosy's conference went to Top Golf

hung out a little bit it was fun getting to know you guys a little bit better we have once again Ryan Jared and Dan why don't you go through we'll start with Ryan go through quickly introduce yourself to our audience and tell us what you do in the practice and how you got started in dentistry Ryan we'll start with you man oh awesome I'm I'm the newest one to the group so I came on uh late uh 2019 right before covid um to work with Dan

and Jared here at the office at the practice my background is retail so I was a retail executive for 28 years quite the change yeah big change so um Dan and Jared reached out to me about coming to work with them here at the practice uh to kind of take a look at the business side of things and I knew what great guys they were and jumped at the opportunity to come work with them uh here at the practice and so I came on late 2019

and started to take a look at the metrics and the the business side of things so that's when I joined the practice and uh came on board so awesome Reta the Dentistry now you're going to be stuck in the dental world that's what happens to every I love it it's great so great patience great products great Services it's it's interesting how much things cross over you know it's it's business just uh different products different Services different customers yes business is universal so it all fits into

Dentistry I I I've always been into Dental the dental industry I don't think I'm ever going to get out years ago I wanted to I was working at the dental lab and that's a rough business sometimes especially when the uh Sak units came out that was that was quite the change in that industry but um or that side of the industry but I I tell everybody uh once you're in Bentley sorry bro you're in the dental for the rest of your career pretty sure that's gonna

happen if I get to hang out with good guys like you on a regular basis I think I'm I think I'm in good company I've definitely been uh more stuffy Industries we'll just say that you're right yeah Jared tell us about how you got started what you do in the practice Yeah so I I uh graduated dental school 2006 uh I came as an associate in a couple different places and and ended up here in Haley Idaho at werer dental care and then a year later

I bought the practice so 2008 I became the owner of Wood herver dental care and interestingly enough in 2009 or 10 I actually started my own patient Benefit Plan before it was before was a thing sweet yeah it it's a great idea it conceptually made sense the problem is I didn't have have the bandwidth or or or knowledge necessarily to keep track of it appropriately and and so we had a lot of manual labor going into the data traction or tracking the data and and inputting

and so forth so it didn't uh I could I I didn't have enough information to evaluate whether it was a good thing for me so we we made a decision based upon a feeling which is what a lot of dentist do which is which is a uh again one against one of our Commandments that you don't you don't make emotionally based decisions because that'll lead you in the wrong place but you know I ended up nixing it because I I didn't know I I we had

a conversation about it and whatever so um and then so when we found you guys in in boomcloud we we were like this is a this is an awesome platform this is a great way for us to keep track of it and you that this outside Source can help us just take a lot of the headache out of managing this force and it's been a huge Bound for our practice it's been awesome for us that's awesome love it Jared Dan tell the audience who you are

and what you do bro yeah so uh my career arcs probably it's not completely unique but a little more unique uh I went the military route I was in the Air Force so I graduated in 12 um and came out went right into residency uh which you know it was the best of years it was the worst of years uh but it was it was good and then and then I was stationed in Japan I went out in lived in Japan and and served U on

mwa Airbase out in Japan uh for a few years and um and then uh through just some Serendipity I met Jared uh while I was over there and we started talking shop and talking plans and uh in 2016 one thing led to another and and I separated uh I got out of the military and decided to take a different route and came and Associated for Jared for um a little less than a year we actually uh we only we only professionally dated for seven months before

we decided to get professionally married so um we knew right away that that you know our skill sets and our ethoses and just our morals aligned in the way that we like to to practice it was really good and and in 2017 um I bought half the practice and jar and I became partners and and then we've just uh put the steamroller on forward sense and are just plowing forward doing the the just burning the candle at both ends I seems like we're insane if someone

to look at our schedule they' think we're crazy running a full-time practice and two other businesses on the side I I of to think we're crazy but it's been it's been awesome yeah we've had a really great time we practice up in in in the Sun Valley area of Idaho and Haley Idaho and uh fortunately for me Jared laid all the ground work so I just had to plug and play it was great nice yeah I actually did a podcast was it yesterday with on on

my other podcast with Ben tun we had uh episode about you know part like Partnerships in dentistry and how complicated that is so it's pretty cool to see you guys run three different businesses together and have it successful right that is a that is a challenge I when I started boom Cloud I had co-founders that it could be a challenge if you don't get the right the right people well the key is insanity it's just crazy yeah yeah it's not a big deal you don't think

about it so if if I know a lot of practices that are trying to bring on Associates and and relationships are probably their biggest fear when you Jared maybe this is a great question for you when you were looking at Dan or bringing on someone into your your little baby here at River dentl what what were you looking for did you just get lucky or what what advice would you give to uh a practice owner or looking for a partner like Dan yeah that's a great

question because uh Dan and I have a pretty unique relationship we're we're very different people we're opposites if you will um and so uh so it works really well because at first first when I was looking for an associate I was looking for somebody like me you know and uh and after working with people like me I realized I didn't like people like me I prefer that are not like me and um same here yeah it's just it's a good Yin and Yang you really do

need both sides into practice and you need to look for somebody who can complement um what you already have so like Dan said yeah I laid to groundw work and that was good but Dan brought a whole different skill set of of surgery and other components that that that I wasn't doing and was able to we were able to offer more services to our patients we we had the capacity in the space he had the same drive and desire to work and we had the same

uh mentality as far as what we what our vision what we wanted the practice to be and um and it was you know we I don't remember then did we take a personality test I think we're like opposite yeah across the board yeah but is we're like each other's spouse really I mean I'm like Dan's wife and he's like my wife in in in a sense Personality yeah oh that is so funny uh yeah Jared and my wife are just like each other and then his

wife and me are very similar just like each other so I mean if that's an indicator how to make it work well I guess you know why unless the marriage sucks and then maybe not do that yeah that's awesome uh I look at that all my brother you who you guys probably don't know or maybe seen him like on social media he we know I mean since you're twins we're twins yeah it's yeah it'll be rough for you guys to figure it out but well yeah

you would know he wouldn't talk to you we at same kind of the same situation he's our chief operating officer I'm the CEO of boomcloud I started it laid the groundwork um and uh we couldn't be more opposite he very and same thing he's very similar to my wife and I'm very similar to his wife it's kind of weird so that's funny that there's some Trends there and we've had a great working relationship not only here at boom Cloud but we we managed the dental lab

together and we work really really well together so um that is interesting that you say that because it's it's the same here at boomcloud with our leadership team so kind of interesting all right I want to get into some metrics first so you guys have a a successful membership program I think when bent started at boomcloud I'm like hey y this this is a list of of people that you need to get to know and understand like what they're doing in their practice because I'm I'm

fascinated um on everyone's success in in on the boom Cloud platform and you guys were on that list so I'm so happy we get to spend time today on the podcast so let's talk a little bit of metrics for your membership program what how many active patients you you guys have on your plan so active members right now we have have about 750 okay and I think the average practice that that's like getting started like they're way below that so you guys are way above the

average to hopefully make you guys feel good saying that yeah good 750 active membership patients on your membership program you've been offering this how long a few years about three and a half years I think right Jared somewhere so yeah three three and a half years that's awesome what what's the average uh monthly subscription even if you charge yearly what's the average Mr yeah the yearly we we uh charge about 528 per year um so and then monthly it breaks down about $48 per month we

we give them month free if they sign up a year at a time right so sweet a $50 discount if they do a year as opposed to like the the monthly payments in between so so go ahead Dan uh well on top of that we cheer it so the more people that sign up so we try to appeal to families and businesses and so the more people that sign up we we discount a little bit uh on a tier system so that uh you know someone's

bringing 10 people into under one umbrella that it helps them out on that way too because it's it helps us so it's kind of a you can almost call it a friends and family discount you know kind of thing yeah sure yeah we I've seen that a lot that's definitely a tiered type of pricing model which works really well uh even for like businesses small businesses and their employees uh we've seen that work really well so that's really interesting so roughly rough numbers the the Mr

or the a let's call ARR which is average recurring Revenue roughly 43 Kish a year in predictable recurring Revenue which is pretty incredible a lot of practi can use that to uh invest into a lot of different things in the practice new technology what I find what I find fascinating about that too is I you know I'm an Idaho boy as well I I spent some time in Haley having fun and otherwise the population up there is not huge so to have one of the biggest

membership you know patient lists in our book of business here at Boon cloud with your population numbers I I can't remember what Haley's population is but it can't be more than 25,000 people living up there oh no it's not even close to that yeah if I had to guess I would say probably 10 to 15 and you guys basically have you know 10% of the population base signed up for a membership pretty much which it's and it's a fantastic service you know instead of them paying

an insurance company to Discount your services that you know they pay us to Discount our services and give them a deal it's a win win you know great situation and yeah well here's the thing and and I kind of went on a rant the other day at our morning huddle uh just out of pure frustration with insurance so and my team's been bugging me to do a a video with me ranting furiously about how insurance is a freaking sham and all that you're sounded like me

Dan yeah maybe this is that opportunity so here I go but yeah I think I think the reality is and anybody that's dealt with it knows that insurance is not dental insurance is not insurance it's a misn number it's a freaking coupon and it's a crappy coupon at that you know what I mean it's not even a good coupon it's not prime it's not even Amazon Prime it's worse than all the you know what I mean it's it's a dumb coupon that you go and you

get up to you can spend up to ,000 or spend up to 1,500 and get 50% off of the money that you're spending that now has already been paid for by your company or by yourself and you get this coupon once used the coupon it's gone sorry and then you just have to pay out of pocket and then on the other end of it the doc's like well I guess we'll discount on top of your coupon so that we can take your coupon so it's it's

the biggest racket ever and you know we all just seem to accept it and take it you know for what it is because we're we have a you know we're scared about patient numbers or or whatever it is where this having a patient benefit plan or whatever you want to call it this puts the control back back into the hands of of the office the practice and the patients because there's no limitations on things you know when when we talk about it with with our patients

we're like do you have Amazon Prime do you like it you know and and why does it work well for you and and then we say well this is really similar to that it's a membership program that you have no you know there's no ceiling there's no limit to the benefits it's not some dumb coupon you know that that is has load of limitations and then for us like you said we get that recurring um income that passive income regardless of whether they come and use

it or not and so yeah you know that's a that's a big deal that's a big deal for us and you know for Jared and I when we've had these discussions with insurance we're like how can we get more control over what is happening in our practice which is what we're always fighting for is is to have ultimately is to maintain control but in in turn how can we Empower our patients and pay something forward to them so that they have uh more empowerment themselves and

they're able to make better decisions because how often you you know anyone listening to this that's practicing right now now knows that they'll come in and they'll have like a crack tooth and you're like yeah you probably are going to need a root canal and maybe a crown and they're like and the next question is well how much will my insurance cover it's like you have a cracked tooth and eat a crown in a in a rook and you're wondering what your insurance will cover get

the like Financial end of it because that's how difficult it is when they have yeah a patient benefit plan they want to just know okay what do we do next and of course they want to know numbers we're yeah everyone's want to know what it costs but so too often the care is then dictated by whether or not they have insurance yeah it's like oh no I'm gonna pass on this thing you know it's like okay well all right and the other thing that we've seen

happening and this is really maddening guys is and we've seeing this a lot uptick right now and I think it's worth talking about um is insurance companies are denying claims for tons of reasons I've got three claims sitting on my desk right now that I have to write narratives for that we've sent photographs X-rays and narratives already and they're saying no and they would yeah well so here's the thing is that that what they're saying is that there's not so these are these are both scaling

root plane patient uh patients and they're coming back and saying well there's not enough bone loss so in essence let's back that up what they would rather do is they would much rather or or let's say you have a crack tooth right so there's a crack tooth we send a photo in obvious cracks there's three four five cracks on the tooth a giant amalgam with bad margins it's it's got creep all over it you can see how bad it it's oxidized and they'll come back and

say no and what they want to do is they would much rather have that patient suffer through having it go to abscess or developing periodontal disease or whatever it is because then they don't have to cover as much and they can deny the claim that comes through so the bottom line is is insurance companies do not care about the patient no they would rather you as a patient have something progress to a pathology then pay out any preventative money to keep that from getting to that

point so let's take the crack too they'll say no I'm not going to so if we try to PE pre-authorize it they'll say nope and then what'll happens it'll come back and let's say the tooth cracks and breaks and needs a root canal well they don't have to pay out as much as that because that's just a discount they go and they they don't there's there's the coupon again and then that specialist doesn't have to Discount anything because they're not in network right so if you

refer it out or if you do it yourself then their Insurance's money used is used up and they don't care now they don't have to cover anymore because the coupon is gone the benefits gone and the patient is left holding the back it is really messed up yeah but then if you have a patient benefit plan where you're offering a benefit where they're getting a discount off of things that they've paid for and have bought in on it's a totally different ball game yeah well I

often say that insurance companies from from a practice owner perspective and a patient uh perspective like practice first insurance companies are the worst Partners in the world because if I had a partner that reduced my profit margins killed my cash flow and jeopardized my patient experience I'd probably fire their ass right a partner or employee no matter what you're gonna get rid of him because it's just bad business practices and and it seems like the insurance uh industry has kind of got the dental industry thinking

in a weird way when it comes to practicing business and and great experience and we're conditioned just to accept it and be like oh well it is what it is well is what it is yeah yeah so I love that that that mindset it is true um I remember working at the dental lab and getting a lab slip years ago and the what what it said was this on the Forum please make the cheapest I don't even remember what cheapest fabrication of a crown possible due

to the patient insurance and I sat there and thought for a minute like if I were this patient I would be ticked because I want to make sure that whatever is putting into into my body is going to be quality and it's going to work for me right not the cheapest thing you know possible I thought it was an odd thing and that's what insurance has done to not only patients but to to a lot of practice owners out there it's like well I'll just do

what the patient well whatever Insurance can will help cover and if they had their way we' have tin foil crowns right yeah goodness so no that that offering a patient membership program or a patient benefit plan or Savings Plan it's all the same thing um definitely allows your practice to think more about the patient experience and and and implementing quality Dentistry within your practice that's why I'm a big believer in it um being in dentistry as long as I have so let let's ask this um

shifting gears a little bit how how have you guys grown this this type of program in your practice you know a lot that's probably the number one issue I see looking at uh across our platform and just across the industry a lot of practice owners don't know how to Market and promote new services so what are you guys doing that's that's working well to go back you know this tiing with what Bentley was talking about earlier is our our area we have a small small area

really the whole Val is probably 15 16,000 people um and so for us to have 750 is people on on our plan is is a lot but this area doesn't have a lot of large companies that Supply dental insurance so sure a lot of these people here so what we've done is we've targeted these small businesses and and and we've created these strategies and and approach the small business hey you you know if you're looking for to provide a benefit for your your family and your

employees here's a great option for you you know we want you to get the work done that you need done and we want to make it help make it affordable and and instead of going out and buying a crappy insurance plan here's a here's a benefit plan um where we can get everything done here so that that's our that was our first um idea of how to go about it and then what we've done also is is we've just made sure that um you know we

we we have like Dan said we've got Monday morning meetings every every Monday we we meet for an hour uh to an hour and a half and and we we review all of our metrics and and one of the metrics that we review is is patient Benefit Plan member signups and um and by doing that we if we have a lower week we discuss why we create an issue and figure out why it was lower and then um if it's uh and then and then we

resolve it whether it's verbiage from a new uh employee team member or out of pamplets or or not sure you know whatever it is it's it's at the Forefront of the mind if if we haven't hit our goal then we we bring it up again and so it's a constant for as an owner it we believe in it so because we believe in it our team believes in it and they then take that and run with it and they understand how much of a benefit it

is for all the patients they are they're they're looking for ways to promote it as well yeah that's awesome no I I we see Trends across the the industry especially what you just uh spoke about like believing that it is a a benefit to patients and to the practice which it is taking ownership of issues I love that uh you guys you guys I spending some time with you guys uh was it last week two weeks ago I don't even remember um I realized that you

guys are great operators of your practice and uh you communicate well with your team it sounds like especially doing a morning a weekly huddle weekly meeting to discuss issues we operate very similarly here at boom cloud and I think that really helps improve things fix things because as you guys know running a business or a practice it is it is something that is alive and needs to be nurtured in all areas and when you fix one thing on this side the other thing on the other

side has an issue and you got to fix it so I love that you guys are looking at that Weekly I think that's really important and I know some something that a lot of our successful practices do with in regards to Growing their membership program is is rewarding or bonusing employees on on certain um like growth goals for not only the the membership program but sometimes the practice in in whole and that may include growth of the membership program do you guys do anything like that

in your practice to your team members yeah you're you're probably not going to like what we're about to say you're good we're actually not we're not big on bonuses um there there there's a lot of pitfalls that come with bonus systems and they're not if you don't do it perfectly for your practice it can open up a lot of bags of worms but what we we do in a a reward system that we have obviously have practice goals and we we set goals that and the

patient benefit plan for us is one of those things that we monitor you know and I I wanted to touch base too Jordan on you asked about the marketing component uh you know for us we believe and we teach uh through elevation Association we practice what we preach at our at Wood River dentl and that's that you should have three uniques something to create a niche for yourself within your Market well you have to have three uniques and one of our uniques is the patient benefit

plan that's one of the things that sets us apart and we would hope that other practices would see that opportunity you know of having you know those that combination of those three things and if one of them is a patient benefit plan that you can offer you can then take that and create marketing campaigns centered around we're about to roll one out we're going to do a social media campaign uh in the next week or two that is for specifically patient benefit uh plan material and

so that draws it does two things one it obviously it you know promotes your your services um but you can create a a really fun campaign to draw in um interactions with your social media which then you can reuse later on to retarget people that are specific to your areas you're not just doing some shotgun scatter method you know so it's really a great opportunity to present um something that maybe people uh it's novel to them and they'll interact with more sure that's awesome just want

to just want to add a little bit to what both Jared and Dan said on this like um just touching the reward program that Dan talked on like one of the things we do do weekly is if the team goals are hit which include patient benefit plan we do a reward system that's been kind of fun uh the docs came up with this a few years back and so we have a hundred Lottery balls in a little wheel and then associated with each ball is is

some Prize or a gift you know cool we tried to incorporate that with our patients as well so like if one of our patients own the pizzeria down the road then you know one of the gifts is pizza you know likewe we try to you know again give back to those who give to us and uh and so the girls hit a goal the team hits a goal they roll the wheel pick a ball and then you know the team gets to celebrate and involves the

patients as well which has been a fantastic way of doing that and then along the lines of the marketing and stuff as well with our team you know every day on the schedule you know we highlight who's a cash pay patient or who is a potential um patient benefit member so that we know like the this is somebody to talk to today about the patient benefit plan when they're coming into the practice and then there's pamphlets there's posters all throughout our office you know about the

patient Benefit Plan and the benefits that are available there so and and it's really a good way of doing it and the treatment coordinator is great as well like she'll she'll be like you know here's here's what you owe today but you know if you were to look at our patient Benefit Plan here's what it would be discounted and like so the patient can look at that and be like wow like I can save some money and get my treatment here you know so it's it's

a fantastic teamwork about you know approach of how do we get more members everybody's on board everybody's working towards you know um getting new patient benefit members because um they're a great you know they're they're our ideal patient like when we look at like who's the patient that we want to have here at Wood River dentl it's a patient Benefit Plan patient like that's our ideal patient it's not a Delta Dental patient it's a patient Benefit Plan member right that's that's who we're marketing to that's

who we want to have as our ideal practice patient right yeah I think that's go ahead Bentley oh sorry I was just gonna say hats off on the teamwork aspect of uh gamifying the fun but making it a team-based incentive I'm a big fan of that as well I mean I work at a I work at a software company where commissions and incentives and individual contribution is obviously a huge part of of the business in general but I've always as a manager and as a leader

l loved any way I can bring the team together towards a common goal and incentivize at on a team level I and I love that you bring in the community back into it as well uh not only are there amazing restaurants up there not to give I feel like I'm turning into a a travel brochure for Haley and some Valley but um there's some good places to eat up there and I bet you guys can and a lot of fun activities and things like that that

are all small businesses that you could probably pull into that that make it really fun for for the your your employees and their families probably at some level too yeah I I love it uh especially the reward system uh I'm on the same page as you Bentley pretty cool and that seems to be a trend with the most successful practices that that I've seen is that they're rewarding and involving their team members in some way or form right uh whether it be gamification or whatever right

I think there's a lot of cool things that practice owners can do out there and I mean my my wife has worked for a couple practices and her siblings are all hygienist so um I definitely going to bring some of these ideas to them because they seem to be bored at the office I'm like you gotta gamify a little bit you know yeah and even here in our office our teams will sometimes they'll create their own games right Point systems and then we'll we'll add some

things into like hey whoever gets the the best points for the amount of calling toal offices you get a free lunch on us right or whatever I think that's really fun simple uh to motivate people to help you do and and attain your your your mission or vision and I love one sorry can I add one more thing that I I I I also love that you guys plan ahead every morning I love that you're looking at your patient list when they're coming in and you're

you're walking through and saying here's the people that you need to make sure you talk about membership plans with um I think just in general whether you're you know trying to get your membership plan growth up or just trying to understand your patient workload yeah for the for the day having a plan and making sure everyone on the team is on board with what the day looks like such a huge thing and and that's the first time I've heard that so uh hats off also to

you guys for that for taking that extra time in the morning before the doors open and everything goes nuts to say okay here's here's our goals for the day here's the opportunities we have to grow our membership plans and to make sure we have have all our ducks in a row I think that's great well it's a it's a stup cliche but it's a true cliche that 100% of the people you don't ask will say no that's true true that's true the other cool thing with

that too Bentley is that uh you know we we believe in like all of our girls having or all of our team members having a metric they're responsible for so so it's not necessarily Jared and Dan or I that are looking at the patients and being like hey we need to somebody owns it but one of the assistants her goal her metric is the patient benefit plan so she's kind of the she's kind of the champion behind you know signing people up for the patient benefit

plan so it doesn't necessarily fall back on the practice owner it's one of you know this is my metric that I'm going to take ownership in I've got a quarterly goal that we want to hit and so I'm going to be the one Champion like hey guys we've got these people coming in today like we need to get them signed up right so I love that so it's not just not just us doing it but they're involved and they're they're wanting to hit those goals right

yeah you guys are obviously great operators uh I love hearing these stories it is so rare in dentistry to hear hear this so hopefully this episode helps a lot of practice owners out there because I I really do believe you know you guys are doing awesome things there and spending some time over in Texas with you guys was super cool um I love that you guys are focusing on your ideal how do you say it in dentistry Bentley we say ideal customer profile I guess you

can say ideal patient profile in this case um I think that's really important to understand and to have a marketing strategy around Bentley and I talk about this all the time within boomcloud I love that you guys are doing it with your practice and your patience I think that is a key to succeeding in any business so I think that's pretty awesome so with that said Bentley I don't know if you have any other questions I think I grab got oh my last question I forgot

this one this was important to me I we we speak to practices all the time in different variations and forms right from feif for service to doctors that that are heavy implant focused right I told you guys some stories before we went and recorded um but what would you tell practice owners who are fearful about the discounting side of a membership plan why don't you yeah I I would say that a patient benefit plan or membership plan is an abundance mentality I think if you if

you are afraid of losing few hundred or whatever that whatever it may be because you think maybe you could squeeze a little bit more out of out of that that patient then that's more of a scarcity mentality sure one of our our core values is is abundance and I and I think when it comes down to it you we want our patient to get the treatment done so we're helping helping to remove any barriers and um are you going to Discount some that somebody would have

paid full price for yeah probably that that's just the reality of it but how much more treatment is accepted on those other patients who wouldn't have accepted the treatment if you didn't have that if it was just straight up cash full price and so and that's a hard metric to measure I mean that that's it's impossible because yeah you know uh you can't you can't measure those kind of emotional decisions but but um but but there but there's definitely we've seen a huge uptick on the

our schedule and and and and and people saying yes and now look now we're the good guys because we're the one choosing to Discount our stuff you know what I'm still making the margins in dentistry are huge you're still making a lot of money right it's they really are but now at the same time you're also having the satisfaction of of providing the treatment that you want to treat for the patient and and helping them remove barriers from from that so yeah I love that the

abundance mentality go ahead Dan I just going to say on top of that the data has shown that I mean we can run the report that shows that the the dollar spent per patient so if we look at at the amount of treatment rendered per patient uh over the cross the board those that have the patient Benefit Plan spend more than those who don't so we we know that they're taking they're they're accepting more treatment so they treat acceptance um that component at least we can

we can monitor but like Jared said then you you wonder how many patients say yes to that second procedure or whatever it is that normally they would say no to we we don't know that it's so hard to know but sure empirically certainly it it it it would appear based on the peripheral data that it's higher yeah we have data that says when a patient joins a membership plan they typically spend two to three times more depending on the location and your internal systems and processes

but that's the data that we have that we look at as well and I do agree with like you you don't know if you if you if if you're a fee for Service practice owner listening to this and you may be feeling feared discounting your fees because you're like well my patients are going to accept 100% of what I offer them the truth is there's two things to look at recurring revenue is the most most powerful Revenue stream for your practice and for businesses it's actually

the reason why insurance companies have the largest buildings in your state because they have a very large amount of recurring Revenue generating every month in their in their business right I I hate to say it but they got a really good business model you know what I mean um so by implementing that similar business model in your practice um but being made more patient focused having a higher patient experience uh which you can as a practice owner with a with a patient membership program patients are

going to say yes because they're grateful for what you're doing it's no different than Amazon Prime I signed up for Amazon Prime years ago and I think I get a package on the porch every day before before that I was not purchasing on Amazon that much right it is a very similar uh mindset I call that the membership uh mindset or membership psychology same thing with Costco is very similar um even Taco Bell now has a membership program and they launched it the first month generated

a million dollars in recurring Revenue way the first month selling $9.99 Taco membership yeah just got really excited not because of the numbers you talk about but Taco Bell has a membership plan so after this we're gonna go hang out at Taco and and explore their business model of membership programs let's go Bentley uh I'm teasing uh I appreciate you guys coming on the show today I think this will this episode will really help a lot of practice owners out there get their minds around reducing

dependence on ppos increasing recurring revenue and patient experiences through membership programs and hopefully think a little bit about their practice from an operational perspective because I think what you guys are doing is amazing so love that you came on the show today spending time with you guys in Texas was awesome with that said we hope to all our listeners you all have a rocking day thanks for having us hey hey hey hey