Dr. Bill Blatchford developed a large and profitable practice in Corvallis, Oregon starting in 1970. Dentist would come to visit to see what he was doing . He was also asked to speak at meetings all over the US and Canada. It developed into a business coaching dentist how to live a healthy life style and to develop a practice to support their life, not the other way around where life is what is left over. He has spoken at every major dental meeting in North America and many other countries including India, Dubai, Egypt, England, Mexico, Australia, New Zealand. He and his wife Carolyn have been married 52 years. They raised two daughters, Tiffany and Christina. Dr. Christina has followed him into dentistry and now is the owner of Blatchford Solutions. Bill and his wife enjoy traveling, adventure trips, cycling, skiing, fishing, boating, physical fitness. He and Carolyn spend winters at their home in Mexico and summers on their boat on the BC coast and Alaska. Bill has recently started Blatchford Transitions helping dentist buying, selling and merging practices.
Before becoming co CEO of Blatchford Solutions with my Dad two years ago, I had several different careers leading me down this path. My parents were encouraging and supportive of any direction, as long as it was forward, that I chose to take in my career. I chose a degree in Fashion Merchandising, my Dad says I majored in shopping! from the University of Arizona. Working as a sales associate at Nordstrom for a year, I learned much about sales and myself. Retail did not allow me to have the life balance so I chose another degree in Commercial Interior Design and worked in this field for five years. I designed medical and dental offices and I enjoyed the creativity this allowed.
Yet, I was still seeking more. I craved being able to make a difference in the lives of others plus the lifestyle I had seen my Dad provide our family. Additionally, I had come to the conclusion that I was unemployable. I wanted to be my own boss and make the big decisions, all signs pointed to a career in dentistry.
Growing up, I was able to see that my Dad was able to provide a full life for our family. I saw dentistry as a great profession. It was during my childhood, I saw the changes in him as he wanted more time with us and to pursue his interests. He wanted more return and to share the wealth with his team. This lead to the creation of Blatchford Solutions, one of the most trusted Coaching Programs for dental practices today.
I purchased my first practice as soon as I graduated OHSU School of Dentistry. I also am very fortunate to get to raise Grace, age 7, with my husband, Dave.
After success as a dentist, I started coaching some clients and found it is just the best feeling ever to coach our Doctors to reach and succeed further than they thought possible! As I have grown into the co CEO position, I feel strongly in continuing to practice dentistry. I feel it gives our program a new relevancy. My experience mirrors that of new practice owners with new ideas, new excitement and new energy, along with a new vision for the business.
My plan is to help my dad take Blatchford Solutions to the next level of dental business coaching. With new ideas, new programs, new seminars, new growth, my question to you is…….are you ready to take your life and practice to the next level?
VIDEO0DUwHF Bill & Christina Blatchford
AUDIO-DUwHF #1112 Bill & Christina Blatchford
Howard: It's just a huge honor to bring back two legends back to the podcast. I podcast interviewed Dr. Bill Blatchford about a year ago Christina Blatchford about a couple months ago. Dr. Bill Blatchford developed a large and profitable practice in Corvallis Oregon starting in 1970, dentists would come to visit to see what he was doing. He was also asked to speak at meetings all over the US and Canada it developed into a business coaching dentist how to live a healthy lifestyle and to develop a practice to support their life not the other way around where life is what's left over. He has spoken to every major dental meeting in North America and many other countries including India, Dubai, Egypt, England, Mexico, Australia, New Zealand. He and his wife Carolyn have been married 52 years they raised two daughters Tiffany and Christina. Christina is on the show right now has followed him into dentistry and is now the owner of Blachford solutions. Bill and his wife enjoy traveling adventure trips cycling, skiing, fishing, boating, physical fitness and I know his two grandchildren. He and Carolyn spend winters at their home in Mexico and summers on their boat on the British Columbia coast in Alaska bill has recently started Blatch for Transitions helping dentists buying, selling, emerging practices. They're located in Bend, Oregon their website is www.Blatchford.com The reason I called you guys I asked you didn't ask me I asked you to come back on the show for a couple of reasons number one I just saw the other day on Amazon you just released your new book seven principles of highly profitable dentist and and then I got to go back on you know Bill's been doing this for 50 years and back early on my career it was back in 1987 he was lecturing in Tucson and I packed up my staff and we drove hour-and-a-half from Phoenix to Tucson and you've just been a major role model in my life since day one and then I was so lucky because I was brave enough to ask I said oh are you flying back home out of Tucson you said no I got to catch a taxi back to the Phoenix Airport I said let me drive you let me drive you let me drive you and you unfortunately said yeah so I talked your ear off for another hour and a half all the way back to Phoenix this is one highlights of my career. How are you guys doing today?
Christina: Terrific we're so excited to be here and talking with you again Howard, thank you.
Howard: Well I want to set the tone of this podcast first and just to remind you that Bill you and I our generation reads books so everybody listening this podcast is a millennial. I mean every email I get there 25% are still in school the rest are all you know in their 20s and 30s and in school and they're led to believe that they're gonna have to go out and work for DSO, so then when they graduate they go work for a big DSO and they hate it I mean the proof is in the pudding they don't last a year you talk to any kid four years out of school they've already worked for four different dsos but bill back when you and I were little we walked out of school and I graduated May 11 and a hundred and thirty three days later I had my dental office open on September 21 1987 but these young Millennials it's like they're following some Cinderella princess or something they they believe that you know some some DSO is gonna kiss them and bring them back to life and they're gonna live happily ever after and I just don't see it. Do you see do you think it's worth eight years of college to go work in a DSO the rest your life?
Bill: Negative not if not anyway and you know Howard it's really interesting because that's exactly how I started open my practice graduated in the spring by fall I was had my own practice going, Christina did the same thing when Kristina's got out of dental school just a 10 years ago and she were only two in a class Howard. That actually went into private practice there's a two women I don't remember exactly but
Bill: She but she bought the practice we actually found the practice in April of her senior year we closed she closed I say we I helped her a little bit with it but it's her deal and she opened the office and she was August first she was in there practicing on her own and the transition was a perfect transition check cleared the bank on Friday she walked in and the doctor left she walked in Monday morning and said I'm Krystina Blacksburg I'm your new dentist thanks for coming in how can I help you and took off from there, grew that practice by 30 percent in the first year but today they're not doing that and I have spent time with these young dentist every time I get a chance and I just sit down and I simply do some math with them. These kids have $400,000 of debt out of dental school and I don't think they need to do that you and I have talked that had that conversation before but they do have that much debt they can't possibly pay it off working at DSO salaries so that time is just it's a holding pattern they can't get anywhere they don't like it and my whole my whole mission in life at this point is to help these young dentists go out and actually either buy a practice start a practice but probably buy a practice buy the best way to go but absolutely no reward whatsoever.
Christina: Well I think we can all agree that when these students go and work for the DSOs they really get disenchanted with dentistry as a profession which we hate to see because it is such a great profession. I think we can all agree on that that it really it is fantastic and so that's where that's where we come in and want to really help these dentists embrace the fact that dentistry is the greatest profession that we think that there really is and with that we really focus on the life work balance.
Bill: You see I changed the term of that Howard, not work-life balance life is first and then we design a practice to support the life. Now as you might remember I grew up on a dairy farm and that's 365 days a year you milk those cows twice a day and I knew you grew up in the restaurant business and you know what that's like yet in dentistry we can create this practice the support pretty much any lifestyle we want. I'm not talking about Ferraris and all that kind of stuff I'm just talking about a great lifestyle where you have the time to live a healthy life and enjoy your enjoy your family enjoy your hobbies and you know we only get one kick at the can on this planet boy I've got to figure it out.
Howard: Well it's funny you say dairy farm cuz my four boys you know half their family tree or actual dairy farmers. Half their tree call wichita, Kansas, all over Kansas and you're right they they milk the cows at 5:00 in the morning and 5:00 p.m. seven days a week and one of their uncle's, uncle Charlie him his wife Elaine I think went like 25 years without leaving the farm.
Bill: Oh yeah they brag about that you know I you know I chose dentistry because I had I could see that lifestyle and and one thing that I started doing and you might remember but four years into practice I start taking August off every year and I just closed the office for a month and Christina and her sister Tiffany and Carolyn, we had a little 28 foot sailboat we'd go up in the San Juan Islands spent a month on the boat and people say well how do you do that and I said you know it's amazing I get paid for this kind of advice that's so simple don't make any appointments in August.
Howard: Do you know Mike DeTolla?
Bill: Yes of course
Howard: Mike DeTolla became a dentist because his dad didn't work August either and when Mike was in high school and college he thought what's the only profession in the world where you can take off August and that's why he followed his dad into dentistry because of that same story
Christina: Perfect love it.
Howard: So I want to make one thing clear you know I don't like to throw dsos under a bridge because the the dentist they don't like the the the dentist's turnover and DSO is the same as private practice they go in and they become an associate for old man charlie and they just they just don't like it. I think when you have eight years of college it's like herding cats, I don't think you can go to eight years of college and live under someone's thumb do you think that's the the essence of their unhappiness?
Christina: I think that that could possibly be part of it you know it you have to have a fair amount of self determination to get through eight years of college and so with that you know that is having somebody else be your boss can really be difficult but going back to DSO certainly you know I think that their's a dentist for everyone and they do have a place in the dental community so I don't want to necessarily throw that completely under the bus but for the dentists that we work with that we choose to work with we want those dentists to really be in private practice in embrace the life work balance.
Bill: Howard you might remember one time I was on the cover of a Dentaltown sitting in the cockpit of my airplane and you made some comments about flying around the country which is what I was doing I just go around the country and lecture dentists on hey you get out of the grasp of the insurance companies and we're still doing that but you see big business is involved in dentistry if you take a look what's happening pharmacist lost their profession, you know their's not a pharmacist out there that has the pharmacy where they all work by the hour counting pills, medicine is lost they're all working for the insurance companies there are very few self employed physicians anymore and I see that my whole premise is I believe you know I only practice 20 years but I had three generations and families as patients and I think that when you're going to have longevity like that there's a lot more incentive to do a really good job for those patients as opposed to you know they come in I won't be here the next time used to come in anyway it's kind of one and done where's the incentive.
Howard: Yeah I agree you know pharmacy I knew pharmacy was dead on my lectured in France is probably 20, 25 years ago and when you go to the doctor you had your insurance card smart card they put in the prescription and then you just walked in ATM machine you'd stick it in there and a bottle come down pills would come out of a hopper and throw a label on there and I noticed the machine was made right here in Scottsdale, Arizona.
Bill: Oh my gosh
Howard: and so you know dentistry is all surgery I mean you're in an operatory you have to lean the patient back you have to touch them you're selling the invisible they have to trust you. It is just not 28 tabs of penicillin and a bottle I mean it's all surgery and then I look at my physician friends 80% of the physicians don't do any surgery. So you know so you know it's it's really it's really a high-touch high feel deal. So talk about your new book, I had four kids and I wrote a few books and I always said that writing a book was like having a child I mean it takes nine months it's really like having a baby what made you and by the way you wrote that book you wrote seven principles a highly profile dentist's member Stephen Covey's wrote seven Habits of Highly Effective People and you look like Stephen Covey and he died in Utah falling off his mountain bike did you know that?
Bill: I didn't
Howard: and you've been a big mentor am i seriously bill every year on Bill's birthday he does his age in push-ups and that has been a big motivator for me but so what made you and Christina decide that you're gonna spend nine months of your life writing a book seven principles a highly profitable dentist?
Christina: Well first of all I should we should say that we do have a ghostwriter and her name is Carolyn Blatchford and that's my mom and so she really does a wonderful job in this is kind of our baby altogether but she really should be mentioned when we talk about the book. We decided to write this book when we were at our big Doc's meeting and our big Doc's are those doctors in our program that are doing 1.6 and above same as single doctors and we have over I think a hundred and fifteen big docs right now and we wanted to look at this group and see what are these doctors doing differently than maybe others who are not achieving this level of financial success and so we looked around the room and and we came up with these seven different things that they are doing differently and our goal here with this book is to inspire those doctors who would like to achieve that level or even if they are at that level to reach further.
Bill: You know Howard the way this whole business got started of course is you don't have built a practice in Corvallis I was doing a million back in the mid-80s when crowns were under $300 and I found that dentistry is a very simple business, a patient comes in you find out what they want, you offer a treatment plan they accept or not. If they accept it you get some money that you do the treatment plan and you put them on a recall program I mean and you bring them back again six months later and I'm how he businesses have this but what I found just what Christina said there are certain doctors who really do well. Now one of my premises that I spend a lot of time on our seminar on is behavior and as humans behaviors of charts and raising for boys you know that you taught your boys there's certain behavior in certain circumstance that's appropriate and some that's not well it's the same there dental practice so we picked out in our book these seven principles we picked out what is behavior that these successful doctors exhibit and it's such a simple thing if you behave like someone who's successful you'll be successful and get over the fact that well I'm not that way no you've up until this point in your life you've not chosen to behave this way, behaviors a choice. Now I've got a little black lab here in the house and you know he's 12 years old and he you know he can't he can't choose his behavior I could lock him in a crate just ship him someplace and like well next week we're gonna move to Mexico for the winter bruiser will be in a crate all the way down belly of the airplane when I pick him up off that conveyor belt open that crate he jumps out he's excited to see me and tell you what if my wife shipped me to Mexico that way probably wouldn't get that reaction but I choose my behavior dentists can choose behavior. So this book is the characteristics the principles of these very successful dentists follow and it's real simple. I mean it starts out with creating a vision for your life and I asked most doctors that I meet you know what's your vision for life what are your long-term goals oh gosh I can't think past next week well guess what doctor it's gonna happen you're gonna be 75 years old someday how do you want to be when you're 75 you know. I mean that's that's the first principle is a clear vision of where you're going because if you don't know where you're going there's no way it's gonna happen. So there are certain things that that we put down certain things like the vision. The next one's become a super dentist and that's a term I believe you coined and I picked that up from you years ago become a super dentist remember and you were talking about that maybe you still do. Learn to do skills that make you distinctly different, you know we use though Seth Gooden's book the purple cow as an example he in that book he talks about haagen-dazs ice cream, Starbucks coffee, how do you make ordinary extraordinary and we looked at certain skills that we look at these very successful doctors and you know we have you know a doctor kind of blows their Howard it kind of blows my mind a little bit you know we have several doctors who individual solo practitioners working 120, 150 days a year that broke three million dollars last year. Well those are numbers that stagger me.
Howard: How many doctors?
Bill: Several, a handful, a handful of doctors that broke three million and we're a small company so we don't have a huge database I think we're coaching somewhere around 200 doctors we take 50 new a year and they stay with us several years but a handful of people I'd say maybe half dozen that broke 3 million last year.
Christina: It's amazing
Bill: It's amazing, I look at these people well what do they do they do certain things for example many of them are doing IV sedation. You see everybody wants to market their practice I do excellently care in a warm excellent dentistry and a warm caring environment it's exactly what they told me down the street. How do i market that I mean you got to do something different so they're doing IV sedation they're doing implant surgery they're doing sleep oral sleep medicine they're doing cosmetics they're the other words they are highly skilled dentist and they have taken a lot of CE and now I don't just mean the occasional CE at their Dental Society meeting I mean joint out and taking the comprehensive of CE courses the the John Kois, the Spear Institute, the Pankey Institute, you know they're and they don't just take a week a and course from a manufacturer of implants they do a complete mini residency they really learn that and they become super dentists and that's another thing that we see as a characteristic.
Howard: That's amazing the first thing you said is IV sedation because anytime I've seen really sophisticated analysis of the dental market by universities people with PhDs something like that last one is UCLA they've always divided the dental in the United States in the half-half are afraid of the dentist and half are afraid of the cost and there was a study released yesterday that would post on Dentaltown where the pain can be a self-fulfilling prophecy new brain imaging research shows that when we expect something to hurt it does even if the stimulus isn't painful so once you've decided and when we see we joke about all the time when people come in and they got a bar through their tongue they got clips through their eyebrows and they got their whole shoulders sleeved with the tattoo that took a million shots
Christina: and don't show me the needle because I hate needles
Howard: and I stood at the Arizona State Fair where I watch them clip girls tongues you know put a bar to their tongue no anesthesia stick out your tongue clip put a bar they don't even blink because they want they thinking they're gonna look pretty but the minute you take a very dental needle and they decide this is really gonna hurt it just. So I want to say Marin clinical for a minute so IV sedation you said implants you said cosmetic dentistry what about some of these expensive things like a CAD CAM?
Christina: You have to have right yeah I mean this is that's that's really something that from a customer service standpoint makes your practice stand out to be able to get a crown the same day is something that patients are becoming more and more aware of as a possibility so it's something that we definitely recommend.
Bill: and Howard put this in perspective I I kind of laugh a little bit and you use the word expensive if I hear somebody dentists saying expensive you know my brothers are farmers they raise potatoes and wheat and my middle brother is he really loves to work he's 73 years old he's a cancer survivor he's worth millions and yet you spend any time with Dave I have to go ride in the tractor with him but you understand one tractor today Howard's half-million dollars one tractor and he's got a couple of those. So when we talk about a CAD cam that costs $250,000 that pays for itself over a very short period of time really what are we talking about and it's the same with cone beam if you know if you're going to do implants today it's the standard of the, it's the standard of care and so compared to and one of the things that we work on all the time is you know proven systems and budgets and that sort of thing and these doctors are spending 30, 35 % on salaries and by the way all of our practices operate at 20 we operate at 20 percent for staff we can do that because we have good efficient systems. We pay we pay individuals more than they'll make any other dental office in town but we don't need so many people so they will have 35% going out for staff and yet they can't afford to buy the technology which is very inexpensive.
Howard: Well it's one of the reasons the DSO stopped on have really put downward pressures on buying dental offices because they'll go in there and that the typical older millennial selling his practice has been given their staff a dollar raise every time the earth goes around the Sun and their labor.
Christina: What is an older millennial Howard I that to me that sounds like an oxymoron?
Howard: I meant an older baby boomer but when they go in and buy old man selling his practice and and his labor is 30 to 35 percent and they go in there and they tell a bunch of people they're gonna make less money the morale is so bad that the big dsos that have over 50 locations they say you know it's just easier to start a denovo and I'm seeing the only people in DSO is really buying individual practices are the smaller DSO is that maybe only have 15 locations but that labor is just a huge issue.
Bill: I just looked at one, it's an older practice just like you said and he's over 40% for staff salaries.
Bill: 40% and I listen I'm not blaming any of the individuals there but he's got a bunch of people that are just barely showing up for work. He's got extras because they don't show up for work on some days yeah I said what...
Howard: So how do you how do you get to 40%? I mean we what happens is it like is it mostly legacy staff, they've been there forever and they got to give them a raise every year and they've been there 20, 30 years?
Bill: Well first off I don't believe in legacy raises just because I'm a year old or one of my quotes I quote all the time when I'm speaking to our doctors and seminars I I asked him so do you have 20 years of experience or one year he repeated it making more times what's the new skill you'll laugh you learned last year, oh yeah I didn't what's the last good business book you read yeah you know Jay I know I don't read books oh so tell me why are you worth more money this year than you were last year but here's the thing we go into practice all the time and not to scare doctors listening to this but we look at their team and we've got almost proprietary method of evaluating team. So we do it the first day we meet now one of the things that happens is that's all based on attitude if the attitude is wonderful we can train them but if the attitude is poor nobody can teach them anything, they don't want to learn. So what we find in most practices that are at 30 to 35 percent they've got extra people they don't need so many people. I mean we do things I mean very simply you know probably 10 12 years ago I bought an Apple computer what the Apple Store and you've been there so you know you pick out your computer and by the way you mentioned the tattoos and the tattoos sleeves and the piercings and the person you pick out your computer how would you like to take care of that today Howard and they you pull out your card they swipe the card on their smartphone and you get the receipt email to you and another person who appears with your computer none of the standing in line Nordstrom is bound to the same thing. So 10 years ago we started having our offices put a point-of-sale machine on every treatment room and you get finished with your hygiene visit and the hygienist says to you Howard today your fee is a $200 I can be your cashier now we collect the money right there now think of the steps we have just eliminated. Think of the bottleneck we eliminated at the front desk because we can go ahead and make your appointment right there your next appointment in the treatment room you don't even have a stop at the front desk on your way out. So all that hygiene traffics doesn't create a bottleneck at the front desk. Now we can know if we start doing that now the person at the front desk actually has time to spend with new patients for example sit down and have a meaningful conversation and find out what they want instead of lecturing or what they need and and end up having larger treatment plans accepted that's just one example of a good.
Howard: What is the point of sale technology you doing that on a on a laptop or what are you doing it on?
Bill: Just you know you just get a point-of-sale machine from your your bank and you swipe the credit card or you can do it you can get a little you know the square and do it on your on
Christina: The square on your iPhone
Bill: On your iPhone
Howard: I'm totally amazed by Hertz rent-a-car you don't you never have to go into a desk you just go there, you walk out there they say we don't care which car you want pick a car. Then some guys over there and he enters the mileage he walks around he does it all in two seconds and you're off and running.
Bill: Well you know we got this idea originally in going as like you said you've been lecturing in France and you on Europe they had this in restaurants years ago, where you'd finish your meal and the waiter comes to your table takes your card right there and I kept looking for ways to do that of course it wasn't available in United States yet but just 10, 12 years ago it became available and patients loved it patience love and of course we hear all the time from hygienist oh I don't have time, I can't do that I don't know what the fees are and my response to that is wait a minute you only do four things learn the fees.
Howard: You mentioned France I want to I want to take a detour here just for a second you mentioned France and you also mentioned implants when I lectured last in a Tokyo Paris and London which I think is probably the three greatest cities on earth. I mean that I mean you can't get much better than that these dentists would all tell me off-the-record they wouldn't tell me on their podcast i taped about four podcasts. So they wouldn't tell me on the deal but basically the national health insurance for France, Japan, England, they only pay $100 u.s. for a molar root canal so they don't do molar root canals. They extract them and place an implant because the implants not covered by the insurance they get 1500 for the implant 1500 for the crown these dentists in Japan were saying dude land in Tokyo is a million dollars a square meter how can I do an American molar root canal for a hundred bucks and then you're looking at Tokyo which has got to be one of the greatest cities on earth. I mean it's just amazing it's clean everything runs on time the trains are perfect the cars are amazing yet the Japanese people believe that the government should pay for dentistry and the government only pays a hundred dollars and now you're starting to see it in America where they're all started talking about free health care free health care free health care. I only know my dental segment but free health care from the government frightens me because when I go to other great civilization. So my question is back to your 115 big docs and do they all take Delta?
Bill: Some do some don't most of them don't
Howard: Most of them don't
Christina: You know I think that that's a good point to bring up is that you know we work with a great variety of dentists and there isn't a cookie cutter Blatchford practice so there there isn't just a one model to follow and these principles can work in almost any practice.
Bill: and I would you know I'd say the same thing and it's based on what you just said Howard and I tell this all the time you know any time we get into the health business and the only part I really know is dentistry but now that I'm on Medicare I'm starting to see it in medicine it's rationed care, no matter how you do it I'll give you an example for example at my wife and I got tired seeing Medicare your physician gets paid he's been getting paid full fee for years and all of a sudden you've turned 65 and he gets paid twenty-five cents on the dollar so the way they do that is they don't do anything so we joined a concierge program or would pay an annual fee and we get direct access to a doctor I mean I've got his cell phone I can call him. Well last week my wife cut herself in the kitchen and I called I said we're on the way your office and I called him so I'm trying on ski boots but I'll meet you at the office in five minutes so there we are in any way we've got it all taken care of but so a few years ago I had a whole bunch of tests done that Medicare doesn't pay for I'm pretty healthy yeah I can I won't you'll probably beat me in a push-up contest there so I just tore the head of my bicep off it but at any rate we don't do DEXA scan of skins on men because men don't get osteoporosis but the way to diagnose osteoporosis is DEXA scan but we don't do them on men because they don't get osteoporosis. I'll think about circular thinking so big and I only weigh 155 pounds so I'm light and because of that I hadn't carried a lot of weight around my whole life and so I had a little osteoporosis. So you're processo paid for a DEXA scan got it you know found out what he's got little problem so I've been taking some medication the last two years and I just had a DEXA scan again which I just have to pay for and a hundred percent improvement but that's an example and when I first went to England I was taken brought to England by a group of dental laboratories because dentists were not doing crowns on teeth because the National Life Health Service the fee they were reimbursing the dentist was lower than the crown the lab bill. So guess what you got to a crown on a patient I don't care how ethical you are I think I'm out of pocket you do your crown Howard I'm extracting the tooth I mean that's just how it works and so what they do they created the highest dental rate in the Western world. So when I start going to England we found a huge demand by the public for fee for service dentistry where they could get ideal care and it was unbelievable and so that's what we're doing but to answer your question about Delta. I do a call once a month for a big docs and the other day I had one of our lists this call and a doctor here from Oregon who's on the Oregon coast now think about this he's in a little coastal town and if you draw a circle around his office half his potential patients are fish so he doesn't have a lot of patients to draw on I mean you're a circle around your office you got three and a half million people he's in a town with probably a 20, 25 percent unemployment rate he broke five and a half million this year now he's got two associates helping him and he has never been a member of Delta he participates in no insurance companies and like he tells patients they asked a thing he says my fee is the same for everybody I don't care who pays me insurance company you pay directly it's the same fee and you think about this and this is a really neat thing to think about one of my clients told me recently give an airline and you've got empty seats it makes sense to sell a few them at a discount but if your airplane is full and you're still another discount you're gonna go broke and these dentists are discounting their dentistry. I mean we've got I've seen clients out there doing crowns for $600 reimbursement rate, can you actually go to a quality laboratory and get $600 reimbursement of course not. So what do you do you dumb it down for the patients and you get you know you send a laboratory to Japan or China or someplace you know probably China not Japan's but no we help doctors get out of this insurance nonsense but their headed in that direction it all fits right in with the DSO but doctors don't have to do that become creative niche create a market.
Howard: So on your book the seven habits of highly profitable dentists you said number one was vision number two was the super dentist what what's three four five six seven?
Christina: So three actually two is goal setting, they're not necessarily in any type of order here but goal setting you know really really thinking about goes with your vision what you really want for your life what do you want to see in twenty years what do you want to see in ten years and five years and in one year. Not only in your your personal life outside the practice but in your practice as well and this is something that we really spend a solid amount of time on with the doctors that are in our program with them we sit down and talk about their goals so goal-setting would be number two. Super dentist is number three number four is having those systems in place.
Bill: Systems that are very efficient you know you know we developed I develop with another consultant of mine at them in my practice concept of block booking and we've taught that to literally hundreds of thousands of dentist around the world and it's so simple and yet most dentists don't follow it. I mean I can go into a dentist who's doing $5,000 a day and turn them into ten a day overnight by teaching them how to schedule and I can take that $10,000 dentist and I can have fifteen to twenty thousand dollars a day with proper scheduling and not be running from patient to patient not be scrambling all day long. I mean just good systems at work you know that simple thing of collecting money is a brilliant one because it eliminates a whole bunch of work and then number five is probably I don't know these are all very important but become an expert in communications, learn how to speak to with patients, learn how to speak with your team and learn how to listen learn how to listen to what patients want and quit lecturing them at what you think they need and it's absolutely amazing but communication skills and marketing you've got to get the patients in and it's not all just and you know marketing is, from what I observe it's not just advertising. Marketing is what you do in your practice asking for referrals it's networking the community and yes there's some advertising involved today with the internet it's really has changed but a lot of our doctors who are highly successful are doing very little extra what we call external advertising.
Christina: Right they have a solid systems for internal referrals and that's a that's a big one.
Bill: Yeah and number six has become a financial expert and I will tell you this Howard you know for years I just did financial people, financial planners, my CPA, and all that sort of thing that they had my best interests at heart. So what I found out is you know they really don't, they've got their own best interest at heart and I had to become an expert in this myself and I don't click the thing I'm an expert but what I really took control of our own finances and not just our finances in the practice but when I took control of budgeting and when I took control of savings and actually I get my I's when I say I mean my wife and I and my wife has done most of that but I can tell you I didn't leave it to someone else and here we are in a very comfortable position as a result of that and yet I see doctors who are you know their age of retirement and I always ask no can you afford to retire, well I think so I'll get a lot of money out of my practice maybe a doctor that's gonna support you for about a year and you're not in shape to retire how sad is that they've got to take control of this themselves early on and that leads to our last principle which is live within your means and this is one of our big premises is, I believe the best investment that a doctor can make you invest in your career you, invest in your office and then the next investment you want to make is pay off all your debt. Get out of debt and then I always ask you know what is the biggest expense in the American household know number one expects biggest expenses taxes and that's mandatory the second biggest expense in the average American household is interest and that is optional, pay off your practice pay off your debt and I say there are three criteria for an investment is there any risk, no risk several guaranteed Rivet of return and absolutely no fees and commissions coming out of it and the only one I can think of for most dentists and that is payoff debt. Guaranteed rate of return zero risk and no fees and commissions coming out of it and once the debt is paid off now the money just piles up because you've eliminated your second biggest expense. So those are the principles.
Howard: Well this is the shows called Dentistry Uncensored so let's go right to the race card, I only see that if they if the dentist wasn't born in the United States. If they were born in Vietnam, Congo, whatever they come out of school they live below their means they get completely out of debt in three four or five years and they start building up savings but if you were born in the United States of America when you graduated dental school you're entitled to a new BMW you're entitled to a four hundred thousand dollar house you're entitled to vacations in Hawaii and you catch back up with that dentist at 60 years old and he's still paying interest on other people's monies and everyone from South America, Africa, Asia, they don't play that game. So I told that is make sure you choose your parents that were not from the United States just don't be born from Americans.
Bill: So what you want to be doing is born outside the United States and then look for the United States?
Howard: Yeah it's the only the only people I see that live below their means came out of Asia, Europe, Africa, Central, South America. It's the Americans my god they just think they graduate dental school and gonna say well I'm a doctor of course I'm gonna get a BMW and then out here in Phoenix there's two dental schools there's one in Mesa one in Glendale and I know their dads and I'm like dude you're $400,000 in debt, go move back in with your mom and dad live for free, well my girlfriend wants to buy a house out in Queen Creek well then get a new girlfriend. You know get a girlfriend that has a job and has her own house I mean I mean it's just crazy crazy crazy it's not what you earn it's what you burn and dentists burn too much money.
Bill: Oh yeah and you know I Howard it's just laughable when you say this but you know you remember I did a lot of work up in Canada when I first started my business and I used to fly across Canada at my own plane once a month and do these little study clubs in each town and and one of the things I noticed that...
Howard: Now were you that crazy dentist that landed in a lake one time?
Bill: Actually I flipped upside down on the lake one night and so what I did after that after 10,000 hours of or 5,000 hours multi-engine time I uh I bought a float plane but went on floats it was a lot easier no you could actually land on the water.
Howard: You almost drowned when you landed in a lake is that is that too taboo to bring up? Do you remember that?
Bill: No I can tell you that was a that was a scary night for me I've run a plane out of gas they won't run you know the biggest reason for engine failure and small airplanes is lack of fuel and they don't run without gas and I stretched it I went too far and I it was pitch black and I asked it was checked on instruments and they took it till a vector to land an airliner and I knew I was low but didn't think us that low and I was flying over the city at about 10 o'clock at night had two passengers with me and uh all the time on final in about you know one engine quits and I said don't worry I've got two and I shoved the throttle for and the remaining engine and it died as well and I said and then he's telling yourself fly the airplane fly the airplane it III told the tower I'm gonna put it down the field out here because I knew if I stretch it I might hit a house and the thought in my head was I could hit a house at ten o'clock at night the full people, if we're gonna dies and might be me as well and I probably wasn't smiling at that time but yeah and so I put it I landed in the field a black spot and I asked him to send the emergency equipment out and that's what I didn't know about that field was there was a lake in it and we get we landed in the field and uh I hit a fence hit a berm flipped upside down and landed upside down in a lake yeah sunk and was knocked unconscious when I came to I realized I was under water and I said to myself don't panic, if you panic you die.
Howard: So if you're thinking about buying an airplane today the answer is no
Christina: Absolutely do not buy an airplane.
Bill: I dont think thats the message but it you do buy an airplane make sure there's plenty fuel in it.
Christina: and let's make sure you're out of debt before you buy the airplane, I think that would be a good message there.
Bill: Exactly, yeah this thing you said well anyway I was telling story about Canada and I noticed in every group I had their were, if I had a group of ten there'd be two to three born outside the United States and every one of those doctors did exactly what you said, they'd pay off their practices pay off their house early they didn't carry a mortgage they didn't carry this debt but time they're five six years out of school they're completely paid off and yet you're absolutely right and so live within your means and we have clients Howard that have, I remember one half one client here and he came to this summit he was like two years out of dental school and he's driving this hundred thousand dollar Porsche on a lease and I said get rid of it you don't need it get rid of it and he was married I said you've got a steady girlfriend you don't need to impress anybody and he got rid of that and I can tell you within just a few years he was totally out of debt including this house including his practice and now he's one of my superstars production. He's saving money now you know and everything is cool but then the next house they paid cash for, so it can be done but you're right.
Howard: and the other thing I want to bring to this show doesn't so many of them are like say a quarter of our listeners are still in dental school send me an email Howard@dentaltown.com and tell me how old you are but when you talk to older people you know keep asking yourself, this is my favorite one stressing over something use a ten ten ten rule, will it matter in ten days, ten months, ten years. After getting some perspective you'll notice how few things end up worth stressing over.
Howard: I mean how was what you're stressing over again affect you in ten years and you'll find out that 99% of all your stress is just silly.
Bill: You know Howard you're talking about that too and since we just moved and you're doing the same thing we we're moving out of this larger house we've moved into a house 1,000 feet smaller, smaller garage and it's just absolutely amazing how much stuff I had to throw away actually had to haul it to the county landfill and this was stuff that when I bought it I just really needed it and yet it hadn't been used in years and all of a sudden we're getting along without it you know it's just, live within your means. I mean I can't tell you how I wouldn't...
Howard: I want to go back to expert in communication. I always tell people it's the best way to explain dentist, when someone says you know how would you describe an average dentist, I always tell him the bipolar story. I mean you know for europe was a half percent bipolar in america was four percent and they couldn't figure it out for decades and decades and decades and finally the head psychiatrist said what's at a hospital and on east coast on...
Bill: John Hopkins
Howard: Yeah gosh you nailed it. John hopkins and you must be seeing a psychiatrist for bipolar to just nail it. The head psychiatrist that John Hopkins finally figured out because they thought for years they were measuring it differently. So then they studying the herbs measure it was natural selection for five hundred years who was the most likely person in europe to say screw this country I'm moving to America with this shirt on my back it'd be a manic bipolar and then and then they were figuring out that is as the income went up you know it's four percent for America but by time you made a million dollars a year was higher by time you've made twenty five million dollars years like twenty five percent, 25 percent of the CEOs and the s&p 500 he tracked down their treating psychiatrist and it's the same with dentists you talk about being an expert communication well who's the only people who get except a dental school. You had to go to undergrad and get a's in calculus, physics, geometry. I mean we all lived in the library we didn't have girlfriends and join frats and we're going to concerts and I remember what usually walking back into the dormitory at Creighton and I thought this place is it was just a sacrilege to education they're all listening to music and sneakin and girls I lived in an all-boys dorm and they were sneaking in girls they snuck in kegs. I mean when you can sneak in a keg the Jesuits obviously must not be enforced in a rule. I mean I it's one thing to sneak in a beer but when you could sneak in a keg the Jesuits are basically saying we don't care if you drink and so you end up with these introverts they're introverts and I've always said I've always noticed when you come an extra in communication I've seen so many dentists turn this around by joining Toastmasters. Out here in Phoenix it's amazing cuz Tempe has the Center for the Performing Arts and they have the comedy school that I went through the improv school they have a Dale Carnegie course but when these dentists these I mean how does this introvert shy dentist and then he ruins the whole staff because have you come in an interview for a job and you're loud have a personality and a communicator it scares him. So he always hire someone who looks like she was the daughter of the librarian. He lived in dental school with and so you have five people who aren't comfortable talking and then your seven Habits of Highly a profitable dentists you said become an expert in communication. So what what gives how do you make how do you make these introvert homeys communicators?
Bill: Yeah you nailed it one of the things do you remember a man Avrom King of course and Avrom King Was a dental philosophy...
Howard: Right here in Phoenix
Bill: Right here in Phoenix and I took several courses from him over the years and had his newsletter in that and he made a comment one time and he said if a dentist becomes successful in private practice at dental school admissions committee probably made a mistake because the criteria the dental school admission committees look for us like you said if you had A's in physics and organic chemistry and scored a twenty-one or twenty-two on the dat you get to become a dentist and yet those those have nothing to do with being successful in dentistry but here's what I say and this is very important, that is because and I was one of those I mean they teased me about being a science nerd in high school and I and by the way I ended up marrying the cheerleader so I chanted change my behavior to do that but what I recognized was at about eighteen nineteen years of age I noticed the behavior I was doing at that time wasn't getting me what I thought a young healthy male should be getting and so I made a conscious decision to change my behavior. So what do you do you find someone is more extroverted and you behave like them. Now we teach dentists this same concept and I'll say I understand your you behave like a science nerd but I want you understand something you have a choice and you can change that behavior all you have to do is recognize it and say I want to behave differently. So you would say I'm an introvert no up until this point in your life you have chosen to behave like an introverted person you can snap your fingers and choose to behave more like an extroverted person and you can snap your fingers and somewhere from your brain something snaps as well and you can choose to become a good communicator. In our practice in the practice I sold the men and we did Toastmasters the man who bought my practice Dr. Jerry Fuji he insisted as a term of employment for all team members you go to Toastmasters so I mean we Toastmasters Dale Carnegie I've had tons of communication courses in my during my career coaches and communications and we teach that we get the dentist started on this path and we teach them how to become good listeners number one. I mean you're going to communicate you've got a you'll notice on these headsets there are two of these and only one one of these it fits. Dentists don't know how to listen and they talk at patients instead of having a conversation with their patients and I can increase and Christine and I and our consultants we can increase the dentist case acceptance by cutting down the amount the doctor talks and listen to what the patient's want and when you listen to what they want you get them talking about their benefits of how it's going to change their life. I mean I talked to a doctor yesterday Howard and I said watch a clear choice commercial on television what are they talking about are they talking about influence no the patients are talking about how it changes their life and they're an example but I don't we consider them a DSO but they're doing a great job of marketing and communicating with their patients and I will say that their clinical directors the former client of mine as well.
Howard: They're doing 20,000 arches a year at 25,000 apiece
Bill: I know
Howard: and what I love about it is when they come into a town like Phoenix they do so much advertising that it lifts the ocean for all the dentists your own patients are watching these commercials and they're coming and asking you about it. I don't know a single oral surgeon in town this sees them as competition because they do so much advertising they lift everyone's boat.
Bill: Well you know we talked about this in our seminars and there are really kind of two ways coming up the world are in many ways but one of the ways I looked is abundance versus scarcity and 95% of the world looks at the world like that come scarcity in other words I can't give until I get mine and I belong to a group called the fundus 360 as Peter Diamandis who wrote a book called abundance and what we are there 200 of us in his group and we see problems in the world as opportunities and as Peter says where I become a billionaire I'll help a billion people but we see we come from abundance and there's oral surgeons that come from abundance they welcome a clear choice. If you're coming from scarcity you're afraid of them.
Christina: You know what I think that yeah that goes back to our book because we actually in our intro really touch upon that subject because we want to have anyone who's reading this book really do a mind shift and understand that these principles can really work in your practice and that's coming from abundance rather than scarcity. Rather than scarcity is thinking well but you know this this doctor is in a big town and I'm in a small town so of course that couldn't work for me so we really touch on that in the intro in our book because it really does set the tone for our whole book.
Howard: Well you just mention Avrom King and Avrom King on he passed away August 21st 2006 and one of the things I've already done five podcast of Legends who disappeared like like Bob Ibsen, like Karl Misch just some legends. If you're a young dentist and your mom is a dentist or your dad is, ask him if they have any old VCR or some Avrom King I'd like to if someone sent me an hour worth of the Avrom King material I'd like to put that out as a podcast. He was such a outside the box thinker and he used to hang around a lot with Omer Reid we had Omer Reid on the show and it was amazing how I'm it's just amazing how so many of the things he thought back in the 70s I came for fruition but he was a he was the first guy what were the first guys that was really talking about communication and having a personality and a vision and connecting with people.
Bill: Yes well you know one of the things that he said that fit right at the first of this podcast said within a few years I don't member his time frame he said there also be those doctors with vision and those working with that doctor with vision. So he named it there will be a two-tier system there's going to be the DSO level he didn't call it that at that time but he said there will be those clinics and there will be doctors who are the super dentist and by the way Omar was one of my heroes as well we recently we had him lined up to speak at our big Doc's meeting in Phoenix and you know Omar is on kidney dialysis now and he called since the night before and he said I cannot make it and but you know in strictly Omar style he's all I said I'm sorry I thought they owned oh just a minor inconvenience I'll be okay.
Howard: Yeah he didn't want to drive to the other side of town to come to my house to a podcast so I just threw it right back at my said wall drive over to your house he said all right. So me and Ryan drove over there and taped the podcast and I just and it was so controversial thirty years ago cuz I lived in his backyard I mean it was like the Arizona Dental Association had it out for this guy and I mean and he would just always laugh and I remember early in my career when I start getting flack I said yeah what are you doing to get flack and he goes Howard if you don't have any arrows in your back you're not a pioneer now you get back on that pole and you climb as high as you can and don't come back here till you got seven arrows in your back and then you and they took everything you said out of context like the 9o second crown prep he never he never said that you should just spend ninety seconds for every tooth what he did is he stood behind countless dentists with a stopwatch and the dentist would drill rise dry look, drill rinse dry look, drill rinse and he said quit rinse dry and look at just prep the damn tooth you could prep it in ninety seconds and then everybody's like well how could you be a quality dentist if you if you only spent 90 seconds prepping the tooth and it's like it's just amazing and then I saw a bite endo guy the most controversial article we ever had in dental town magazine was my general Dennis Scott Perkins he said I do my molar root canals in 15 minutes and every endodontist in America just said Dentaltown was trash running this garbage you couldn't do a root canal. So I actually got on air with Jerome Smith a bunch of other guys we went down his office but what he does same thing they did on us he'll file and then he'll take it out of his slow speed and he'll take out the file and he'll change the file and put it back in Scott had four slow speeds and they already had all the files and he'd used one put it back and used two and then when he was putting it back the assistant yeah he did every single and what the what endodontist don't realize today is that they only spend about 15 minutes doing a molar root canal the rest of the 45 minutes is because they think the constraint is one slow speed or waiting for an x-ray or its operations and logistics and if you get rid of all that noise you'd be surprised at how little time. I used to I made my staff so mad at me oh my god they used to want to kill me, this back in my piss and vinegar days and I was in my 20s and whenever the assistant had to stop and leave the room I told the patient to cover their ears and I opened my drawer I had one of those air horns from the Phoenix Suns and I'd lean back out in the hall and go and I would leave it running until the office manager got there I said I've been the middle of a root canal why did she have to leave the room, well we only have one of these okay we'll buy five more yeah well we're you know and I just kept telling them that I don't want to go in someday for a bypass and have to have the nurses leave the operatory every five minutes getting something. I mean and then when you got it to where you could sit down and do this filling and even if the filling turned into a root canal still nobody have to leave the room you just squeeze so much time out of every procedure and these dentists don't know how much time they waste on every single procedure every single day.
Bill: You know Howard, when those doctors early on doctors would come visit my office to see what I was doing how can you be producing so much dentistry. I mean you know a million dollars back in the mid 80s was like three and a half today and they would come to my office and spend the whole day with me and and and then the day they would sit down and we'd have a little talk and I said what'd you observe and they would say well your really faster than I am. I said what else did you notice you never stopped. I used to do in my seminars I used to lecture and I figured out the cost per minute which all of our doctors know and when that assistant gets up go get something because we've never done this procedure before no first we have we don't follow a checklist we don't have the equipment in the room and we end up we're down, the doctor only works about two hours a day if you can increase that by 50% and actually have and I say work hands in the mouth there you know that work is Force Times distance in a dental office Birds turning and if you could increase from two hours a day to three hours a day you can increase the production by 50% just by working three hours a day instead of two.
Howard: I want to give one example than I ask you a question. Dentists believe that the longer it takes the higher the quality there is and it's just no no. I mean there are so many dentists you'll go in the room see the patients, go in the room numb the patient, and then set a timer for four minutes and then while the timer's saying four minutes we'll take a minute fill out the lab script four minutes ding, they pack the zero in the one chord and then they put a eyes lights system and they prep the whole tooth, though they do the whole thing start to finish out leaving the office in 30 minutes and then the other eight dentist in the medical doubling block an hour and a half for that same appointment. I mean how does this guy do it in 30 minutes and every other dentist in that building take 90 minutes?
Bill: So let me give you an example
Christina: You know what Dad I I actually I am going to say thank you Howard so much I need to get on another call just because we scheduled this kind of spontaneously so thank you so much for having us in you both of you can talk forever so go ahead and do that but I'm gonna excuse myself and thank you very much for having us on this call and of course I encourage all of our listeners to go to our Blatchford podcast channel as well. So we'll look forward to hearing you on another podcast thank you so much.
Howard: Thank you Christina the honor was all mine.
Bill: Let me get it was one less example we've got to wrap it up but as a pilot or 44 years, when I first started to fly I learned in a Cessna 152 and of course when the instructor said your airplane land airplanes and we're coming in about 55 miles an hour and for me the ground was rushing up at me and I could hardly get everything done and I said I can't talk in the radio and land this airplane at the same time so he took care of the radio and I landed the airplane. Well then I moved up to a Cessna 172 it comes in about 70 same thing then moved up to a Comanche 260 and it came in at 90 and my wife wouldn't fly with me for a while because I'm coming in faster you know I'm coming in twice as fast I got gear to take care of I got propeller to take care of all this stuff and so then I moved up to Cessna twins and I'm coming in about 135 and after a while that was like wow that's really coming in fast and then I'm coming in and she's just kind of floating in slowly and then I'm thinking wait a minute my college roommates a carrier pilot in the Navy he's coming to 207 miles an hour landing a carrier. Now I'm gonna ask you the question who's the better pilots the guys come in at 55 miles an hour with a guy putting on an airplane on an aircraft carrier at 220 miles an hour.
Howard: On Twitter my homies are driving to work so they can't take notes on Twitter he's @drBlatchford.com I just retweeted I was tweeting if you want to make your practice more efficient increase your net and spend more times your family and friends, A new book from Blatchford solutions as Blatchford.com I just retweeted a thank you to the 25,000 dentists who follow me on twitter it's more than appreciated. Bill final question what are they gonna find on your website Blatchford.com and you only take 50 new clients a year how can they become one of your clients?
Bill: Well what they're going to find they're good we're very proud of the fact that on our website we have testimonials on so many clients but even more importantly Howard we have testimonials and spouses children of the doctors and we have we've got a really select group of doctors we work with and I and I have to I have to thank every one of them just like you do they've made my life possible and these doctors do well but it's not about dentistry it's about their life and how do you create a life that's rewarding fulfilling and and then design a practice to support it. So go to our website at www.Blatchford.com and just explore there's lots of information on there. We're so transparent everything we teach is on our website actually if we haven't published it in an article or a book it's on our website it's not there are no secrets out there.
Howard: Now you remember I feel embarrassed talking about Twitter because that just gives away that I'm 56 but on these Millennials they're on Instagram on Instagram he's Blachford solutions on Instagram but hey Bill seriously thank you so much for being my mentor, for the first several decades when I was out of school thanks for taking minimally. I remember talking to you all the way the airport I probably probably everything I said was a stupid idea and you just smiled and took it serious and thank you so much for all that you've done for dentistry and tell your amazing wife Carolyn that I said hello and tell Tiffany I feel sorry for her because you guys always talk about you three and you never mention poor Tiffany.
Bill: Oh we mention Tiffany all the time.
Howard: Oh well mention her you didn't measure this whole podcast. You mentioned your wife your daughter Christina yourself you got to say something about Tiffany.
Bill: Tiffany is wonderful she lives really close to us like she was here last night she and her boys are over here a couple times a week right after school or after working out the Athletic Club or something like that why we moved, we're with five or ten minutes away from her house now and she actually works in our company as well she does all the logistics for us and Tiffany's a teacher by training she taught for ten years and then she's had her family and she's just a wonderful person as well and the other thing about Tiffany which it leads into something I want to make a request for Tiffany developed type 1 diabetes at 28 years of age, now Tiffany's an athlete she's a marathon runner and so we have a charity called just one crown and all the proceeds go to JDRF juvenile diabetes Research Foundation and my goal is to raise a million dollars for type 1 diabetes cure and all I need is one thousand dentist to donate the proceeds of one crown and so my wife and I have been matching what our clients donate to that cause and if they think it's not only a great cause but it the dentist can pick out a client in their practice that the has type 1 diabetes and say hey proceeds if your crown is going to chief JDRF and come on doctors that's one crown what difference will it make and if you don't have it...
Howard: What's the website on that?
Bill: You can go to our website or just go to the JDRF website...
Howard: Okay so it's on your website and I just want to make one final comment on type one diabetes is that now that they're doing family trees and ancestry.com and 23andme it turns out their's a family genetic tree of autoimmune disorders and if you get that tree big enough if someone's type 1 diabetes you'll also find in that family tree ms, hypothyroidism, arthritis, and celiac sprue and I got we have every one of those in my family except MS and I was talking to an epidemiologist and he said man if you got an type one you've got a two hypothyroid you got arthritis you got three silly eggs fruisé he said somebody is gonna get MS but it's really exciting times because they really had a big breakthrough on celiac sprue and and I think if they cracked this celiac sprue or thyroid or arthritis or MS or it's all gonna tie back into type 1 diabetes it's an autoimmune disorder.
Bill: Yes and up until now this doctor has just said oh it's autoimmune, in other words they don't know what causes it but now a nice and this abundance program I go to we study human longevity and by manipulation of the human genome we're gonna solve these problems we're gonna solve every one of those you just mentioned but it's in with CRISPR to manipulate that human genome we can we can solve the problem.
Howard: but don't you think they should take all that effort and put it into male pattern baldness just for me and you?
Bill: Actually Howard I just did this for you this morning just because (inaudible 1:04:07)
Howard: but hey again thank you for all that you do for dentistry thanks for coming on this show.
Bill: Thank you Howard.
Howard: Alright have a great day buddy.