Episode 10 – How To Market New Dental Technology

On today’s episode we have a very special guest. We have asked Andy Braun from Patterson Dental to join us today and share with you what you need to consider when you’re making an equipment purchase and to help educate our audience on how to market their new technology.

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S1: 00:11Welcome to the My Dental Agency podcast. I'm Shawn.
S2: 00:14And I'm Jackie.
S1: 00:14And on today's episode, we'll be interviewing Andy Braun from Patterson Dental where we'll be sharing with you the most important things you should be considering when purchasing new equipment for your practice and providing you with some really valuable tips on how you can better market your new equipment to patients.
S2: 00:29Just in case you guys are not familiar with us, we're a dental marketing agency. We believe in thinking different from other mass marketing companies that you're probably used to and we help you stand up against corporate dentistry. We do this by helping independent practices just like yourself build genuine relationships with patients, create and manage positive online reputations, drive quality new patients into the practice, and retain your current patients. And you're probably thinking, "How the heck do you do that?" We do all of this by creating custom, relatable, personalized, and distinctly different campaigns that reflect the needs and personalities of each individual practice. It's as simple as that.
S1: 01:13I also want to mention if you haven't already, you really should get yourself a free copy of Jackie's new book Dental Disruption: The Decade That Changed Dentistry. It's entirely free and jam packed with valuable information that discusses why you can't afford to be marketing your practice today the same way you were a decade ago and what you must be doing now to get real proven results. We've gotten some really great feedback already on Jackie's second book, and it even ships for free so there's really no reason why you shouldn't order your copy today. Simply visit DentalDisruption.com to place your free order and you'll have it in your hands in just a few days. On today's episode, we have a very special guest. We have asked Andy Braun from Patterson Dental to join us today and share with you what you need to consider when you're making an equipment purchase and to help educate our audience how to market their new technology. Andy is an equipment specialist at Patterson Dental and he is the true expert when it comes to implementing equipment and technology solutions into your practice. And just like My Dental Agency, they see themselves as a true partner in your practice. So Andy, why don't you tell us a little bit about the practices that you work with and how you are a partner with those offices.
S3: 02:23Absolutely. Jackie and Shawn, thank you so much for having me. It's a privilege to be with you guys and represent our company at Patterson Dental and also to most importantly our customers.
S1: 02:33Absolutely.
S3: 02:34And yes, it's just as you said, our customers, the dentists that we work with, we do try to align as partnerships. That's the level of relationship that we want to get to. I think it really starts with understanding what they're trying to accomplish in their practices and then also to trying to provide the best solutions to give them what they need. We work with clients every day. We work with dentists every day. And really from where we stand and in my current position, it's about helping them solve problems. And it's also about giving them solutions to give their practices, and most importantly their patient, a good experience. And that's what we're shooting for. Really the clients that we have over time, this is a long term relationship deal in business with each of our customers. So in order to help our clients get to the levels that they want to be, we really need to take the approach that we're there for them, we're helping them solve problems, and we're helping them create that experience for the patient. Because at the end of the day, if we don't take any other approach, we're not really doing the right thing for them. Not only we're not doing the right thing for them, adversely, it does affect our company. And at the end of the day, we don't grow if they don't grow. And if they don't have the feeling that we're there for their best interest, it's not going to work out.
S2: 04:02I'm going to go off on a little bit of a tangent here. So Andy, you had just shared with us, Shawn and I prior to recording this, that you'd been in the industry for about 19 years. Myself very similar. I've been in the industry for quite some time and I think things have really changed in the industry as a whole, not just from equipment sales and marketing, but as a whole. It seems as if we're in such a great place that all of our companies that are working with practices, they really are trying to help solve something. It's not just about selling anything anymore, just selling a piece of equipment to sell it. I mean tell me if I'm wrong, but you mean you've been in the industry just as long as I have and I've seen that change and that really has made an impact, I think for the practices. Would you agree?
S3: 04:56Absolutely. Jackie, I couldn't agree more. It has been an evolution of change in dentistry around the entire business. And now we all can feel the changes in dentistry and we all feel and see the changes that it has on our clients in the way that I see it. Let's be real about it, dentistry is one of the last sole proprietor businesses in the health industry, at least in my market. The majority of dentists don't have a hospital or a medical clinic or somebody else backing them up financially. So they're spending their own dollars to give the patient a better experience, to give them a better lifestyle, and to give the practice the benefit they need to move forward. So if we can help them make a business decision at some level, that's a win for us. And now the business has changed so much that the research that doctors can do to find out information is endless. There are more competitors out there. There are more people in the street talking about dentistry, talking about product, the whole thing. So being able to help them make these decisions not only grows the relationship in the business side for everyone involved, but it helps them navigate all these changes in the fast paced really industry that we're becoming. So and I don't think the change is really going to slow down all that much. I think the change is going to continue. I think the technology is going to continue to evolve into a dentist who's working in their own business that they're responsible for, everything about that practice is on them. Having someone who can openly and transparently talk to them about what may or may not be right for their practice and to develop a level of trust in them, I feel is invaluable.
S2: 06:53And again, that goes for multiple marketing, equipment sales, accounting. I mean I think you hit the nail on the head there.
S3: 07:01Absolutely. And it is. And there is so much that goes on in a dental practice in a day. Obviously we talked, having this conversation, we all three know this just from experience. So at the end of the day, the dentist is worrying about doing dentistry, they're managing the staff issues, everything that goes on. Building the team, building the culture, the environment, their mission. When and where do they have time to implement a marketing plan? There's a lot that they have to uncover. So the cool thing about the state of the industry right now in my opinion is there are a lot of manufacturers out there, there are people out there that are willing to help, and at the same time these are high level products. There's a lot of really good options for the dentist to be able to help their patients. And I think the same thing holds on the marketing side. They have avenues to market their practice that if dentists had 10 years ago, would have made a huge difference between social media, not just print media and radio. Everything that they can do to build their culture, it's a huge advantage for them if they use it the right way.
S2: 08:09Absolutely. So I think the reason that we have you on is we want to talk about making that equipment purchase and help really educate our listeners on how to market their new technology. And I know day in and day out, you're talking to practices on different pieces of equipment. We're going to pick on Solea a little bit today on this podcast. But when a practice makes a purchase for a new piece of equipment, there are a few things they absolutely should consider and I can assure you marketing them should be one of them, should be one of the questions that our listeners consider. And a lot of practices, and you're the expert here, but a lot of practices are probably hesitant to make such a large investment in any piece of equipment. And in my opinion, that's understandable. But there are some clear advantages of why a piece of equipment like the Solea machine should be considered. And Andy, I think in your opinion, what should an office consider when making this investment?
S3: 09:16Absolutely. As it directly pertains to Solea? Or just equipment in general?
S2: 09:20Either. Honestly, either. I mean Solea is something that we're probably going to pick on a little bit. But I mean in general, too.
S3: 09:26Sure. No and if it's okay. I'll just kind of start in general and then really moderate, kind of wrap it up into the Solea if that's okay.
S2: 09:33Of course.
S3: 09:34And dental equipment purchase that a practice may make it important. It's like we talked about, it's their revenue that they are spending. And there's a finite amount of money that goes through any practice. So when they look at that investment, I really believe that the majority of all dentists out there, they look at their purchase and they say, "Okay. What is this going to do to my patient? Is this a really a good thing?" Not only their perspective, but what's it going to mean when it gets in their mouth? What diagnostic did this bring to the patient and what are they going to think about me making this purchase? What are they going to think about this experience? I really believe that dentists, they believe that, and as they should. So there's that piece. What kind of experience does it bring? What does it do for the practice? What does it do for them personally? That kind of goes into, I call it the CPA question. What would the CPA think about that purchase? What kind of cash flow does it bring to the practice? Does it make financial sense in addition to making sense for the patient? And does it improve, does it either equal or improve the level of care that the doctor is already bringing? And I think that's a big question that the dentist is going to make, a dentist is going to consider when they're making those purchases. So really the patient, what does it do for the patient experience? What does it mean for the patient to walk out the door with a better experience than they had the last time?
S3: 11:02And, really, when you tie that to Solea, if a patient can walk out the door and say, "I just had a filling today and I did not have to get a shot and I'm not numb driving home." What would that mean to someone? When we compare cad cam dentistry, not every patient's going to get a crown. It's a wonderful piece of technology but a whole lot more patients get fillings. So as we talk about the Solea and we tie that together, that type of response from patients, it is real, it is transparent, and it's there. So when you look at those options of: What am I doing for the patient? What am I doing for the practice? Is it making the dentist's life easier? Is it solving problems that the dentist may have? Are we talking pain points? Is it helping the dentist's overall health, their physical health, their mental health? Is it helping the health of the practice? Does it bring value to the team? Does it increase morale in the practice? Does it increase the value in the practice for resale down the road? And it all boils down to asking the doctor the right questions. And that communication not only builds trust in the dentist but it uncovers a lot of things that they may not be thinking about in the process either. So as we tie it back to a key product like Solea, Solea is a real product that addresses everything we're talking about. It gives the patient an experience that nothing else can and it does it at a high level. It creates time for the doctor. For example, if a patient's in there getting a filling and they don't numb the patient, it's a 95% rate of usage with the Solea machine in fillings. So if a doctor can save 5 or 10 minutes on 5 or 6 patients a day, that's potentially an hour of time that the doctor can slow down their pace, maybe squeeze an extra patient in, or maybe go home early. So it addresses that and then it brings new patients into the practice. It creates, be it internal or external, marketing opportunities because patients are going to go talk. Patients are going to talk social media. This Solea machine, it does what it says it's advertising it's going to do. And in turn it addresses the major points for the dentists when they're looking at making that purchase. Does that make sense? I mean I have a tendency to kind of get wrapped up in my-- I get excited, so [laughter].
S1: 13:38No. It makes perfect sense, Andy. And I think the biggest thing I recognize from that and obviously you know a lot more about the equipment in general, but obviously specifically the Solea. But I think the biggest thing that resonates with me in regards to the benefits of that specific machine is that I mean how much happier are these patients when they're leaving the practice and how much more likely are they to stick with that practice long term rather than look somewhere else in the future especially if they've had bad experiences with simple things like fillings or feeling numb after they have a filling at other practices in the past and now they don't have that anymore. I can imagine that. I know if that was me and I was at my dentist, I would be leaving there thinking, "Wow, this experience is like no other." And it would probably-- I know I personally would be a lot less likely to be looking for another dentist down the road for sure.
S2: 14:29And just to jump on that, all of us here I assume are 30-, 40-somethings but even a quick story. My mom just had, she's 70 years old, just had an implant placed. She went to a surgeon. His office had inter-oral camera to take the impression, a new piece of equipment for her. She's never had something like that. And she couldn't stop raving about it. She knows nothing about dental. She's never been in the dental industry. She's 70 years old. She's not techy like the three of us sitting here. And she couldn't stop talking about that darn thing and how cool it was and easy it was for her. And she started telling me the benefits of it. I mean obviously, I know what the benefits are. But she started telling me I mean. And imagine how she's talking about that to all of her 70 something year old friends. So our listeners are probably sitting there thinking like, "Well, yeah, you guys are techy. It's cool for you. You'll talk about it." But, nope. It's the baby boomers. It's the older generation as well. They see the benefit in it. They are going to benefit. It's all ages that are talking about this and want to have that better experience like Shawn just said.
S3: 15:42Absolutely. And I kind of tie it back, you get the great example there. Any kind of personal account you have is really an emotional tie to anything. So I look at my children's pediatric dentist. I have an 11 and 12 year old. And I will not hesitate to let their doctor, their , use that machine on my children. I will not even bat an eye. And it's not from a sales or marketing perspective. It's just she has two machines in her practices and she has told me point blank, "You cannot get these machines from me. It will never happen." And I see patients walk out of there very routinely that have no problems. They do the work and they cruise right on down the road and the parents are happy. And it makes a huge difference when you see a patient, especially and that's a child walking out of a practice. So no, I couldn't agree with you more. So there are a lot of thoughts in going into why a practice should update or make a purchase, whatever level it may be. And I think sometimes that, I kind of go this route if it's okay, we as salespeople, we have to remind ourselves that our dentists are trying to create an experience for their patient. And they have a level of expectation for themselves, for their team, for their company, for their brand that they want to produce. So when they lean on us at whatever level we are, whether it's a dealer, manufacturer, Patterson Dental, they're really expecting the same. They should have the same level of expectation for us to deliver a good experience for them as well. And when we can do that and educate them and give them all those opportunities, it makes their decision making process a much better ride for them. And for me, that motivates me as much as anything. Because what it does is, you can see our doctors growing in their confidence and growing in the business decisions that they make. And you can see them getting better at it every time they make one, in most cases. And that's a cool experience. And honestly that is what motivates me the most about being an equipment guy. And it's all wrapped up in everything we do. So I didn't mean get off on that tangent but.
S1: 18:04No. Not at all. Yeah. No, I think it's really important. So going back to the Solea machine, can you tell us a little bit more just about that specific machine? What it does? How it works? Just so our listeners, if they're not familiar with it already, can get a better understanding.
S3: 18:18Absolutely. The Solea machine is a CO2 laser. In comparison, a lot of other lasers that have been in the market for a long time are erbium lasers. And the gist of it is, the Solea laser, it's based on pulses per second, its pulses on a tooth. Systems that have been in the market, erbium lasers, they're creating a pulse, 40 to 50 pulses per second for example. The Solea laser is producing about 1,100 pulses per second on the tooth. So basically, it's vibrating the tooth and essentially, it's putting the tooth to sleep. It's redirecting or blocking a pain path. An analogy that we use is you go out and you mow your grass and you mow your lawn. You guys are in Florida, I'm assuming you have green grass to mow [laughter] and not just sand.
S1: 19:09We sure do.
S3: 19:10Is that hope right?
S1: 19:10Yep [laughter]. So you grab hold of your mower and your weed eater and you roll around for 30 or 40 minutes and you get done. And you've kind of got a little numb feeling in your hands and your wrist and your forearm. And essentially that's what Solea's doing. It's an analgesic effect. So that effect allows the laser to not only create those pulses but to remove the decay and do the work that needs to be done. It's the same concept. Also what it does, it's what the laser is targeting in the dentition in the tooth. There's water in a tooth that makes up 10 and 15 percent of the tooth and there's everything else is hydroxy appetite. So a lot of other lasers that target the water. The Solea really targets everything else. And they can still target water, but they're targeting more of the tooth structure to hit those pulses with. So it creates more opportunity to be able to do more dentistry, if that makes sense. So it increases the probability that they can use a machine on that patient. It's up to 95%. They call their Solea use as the term their home run. Their home run doctors. And doctors have been using it for a long time, key opinion leaders, they're up around 99% usage rate. And other practices are around 90 to 95. So that's a high level of usage out of a piece of technology that really answers one of those questions: How much does it cost and how much can I use it? The usability is there in the technology. And again, saving that doctor time because they're not numbing the patient. The analgesic effect will last through the procedure and give them enough time to do whatever they need to do, fill the tooth, polish, do whatever they need to do, touch up the margin/ Whatever it is they need to do, the analgesic effect gives them that time frame. And then the patient walks out and drives home and they're not numb. And it also works on the soft tissue side, reducing blood flow in soft tissue procedures in the way that the laser works. So it really touches both. And as far as lasers go in the market, having the highest usage rate, you can do more dentistry with this more frequently than any other product and it works.
S2: 21:21So Andy, have you had any-- I think I know the answer to this question. But do you have any practices that have pushed back on wanting to purchase one of these? They end up making the purchase and absolutely love it. Do you have any stories to kind of share about that? I just have a feeling that I'm sure you've had this [laughter].
S3: 21:42Yes, absolutely. I have a dentist right now. We implemented the laser in his practice in basically March and April. And very similar conversation. We sit down, we start a meeting, we do kind of really a discovery meeting of, "Doctor, why do you want it? Why are you considering this? You brought this up to me. Why are you thinking this?" I want to see what his perspective is. And it was some of the same reasons. As we got deeper into it, the conversation went further and further and further. And the conversation went from, "Hey, we're just exploring this. I'm not signing anything. I'm not buying anything, Andy." Okay. Not a problem. You know me. So at the end of the conversation, he's looking at me shaking his head because he knows where it's going and he knows that this checks all the boxes. And it has been. It's been a positive journey for the doctor. He's been implementing it now for about six weeks and he's happy. He's doing things. It's making him a believer. And I think that's what happens with this technology is they go into it knowing in their mind that all the boxes are checked. But until they get it in their hands and they start using it and they see it working and they see the effects and then that's where the real buy in comes in. And that's where the emotional attachment comes in. So it has been a very positive experience for the doctor. And it is one of a couple. I mean we've implemented a few here in the last couple of months. So it's been very good. And then I go back to my children's pediatric dentist. We implemented her second this past year. So she's got two in three different practices and she just tells me hands down, "You couldn't walk in here at gunpoint and take this thing away from me [laughter]."
S1: 23:26That's awesome.
S3: 23:26In her exact words. And I think she means it [laughter].
S1: 23:30We're not going to test it.
S3: 23:30And it's pretty cool, so.
S1: 23:34Really cool. So I mean it sounds like the biggest benefits, and obviously correct me if I'm wrong, but it sounds like the benefits obviously is that patients are leaving happier, more comfortable, not feeling numb for hours after, obviously it can be a time savings for the patient and likewise for the doctor. Is there anything else we're missing there as far as the benefits are concerned? Or is that kind of core of the benefits for Solea?
S3: 23:58No. No, Shawn, I think you hit on the head. I mean those are the core benefits. The patient experience, obviously number one. And then I think it injects some maybe a little bit more excitement into dentistry again. For some doctors, I think it brings a level of value that they may be looking for after doing things for a long time. So that experience for the doctor can be just as beneficial for the practice. But yes, you've hit it on the head. The patient experience, what it does for the dentist in their hands, the time savings that it gives a dentist to do whatever it is they want to do, what it brings to the practice. There is a revenue portion of it. It really checks the boxes of what a dentist should be asking for and what questions they should be asking.
S2: 24:43It sounds like you had you just kind of mentioned maybe rejuvenating the doctor. I mean it's almost a psychological thing if the doctor's been doing something for so long and things become mundane. Not mundane that they don't love what they do. But things just become routine and they get something like this. I think we've seen this before. We started working with a practice. They had been kind of doing the same run of the mill routine stuff, they get a new piece of equipment, and they get super excited. It's like Christmas morning for them.
S3: 25:18Yes. Yes.
S2: 25:18So it's so neat to see and they get excited, which means the culture in their practice. It's a whole trickle effect. I mean it's not just about that piece of equipment. I think there's a lot that goes into this that until you have something like this, you probably don't realize. And it's so interesting to me, a lot of practices, they get excited, they shared this with us. Obviously they want to talk about it, they want to put it on their web site. And no fault to them, they're really excited about the piece of equipment, they always talk about the features of these things, they want to tell the patients how cool it is. And just a few minutes ago, you were sharing all of that technical data. Well, clearly our listeners, who are dentists, they get excited about that. But the patients don't. And we try to preach pretty hard to our practices that we can't talk about that stuff because at the end of the day, the patients don't care, and they want to walk out happy, they want to know how it's going to benefit them. And I think pain free is probably the biggest piece for this piece of equipment that we would recommend your practices, when you talk to them, we recommend that that's what they focus on in their marketing. And they have to leverage that in different areas whether it be on their web site or email or writing a blog about it, posting on Facebook. They can't just talk about all the bits and pieces that matter to us and our listeners. It's really at the end of the day, how is it going to impact the patient's life? What are your other patients saying sharing that information? And I guess, have any of your doctors ever shared with you a story that their patients have come to them with? After you install and bring in this new piece of equipment, have you ever gone back to the practices and they're like, "Man you sure have heard this patient talking about it." Do they ever capture that? Are they using that as a video testimonial?
What are your thoughts there? Any experience?
S3: 27:20No. That's a great question. As far as a couple things. The example I was using of a doctor recently when we implemented a system in March and April. I went back down there and just checked on him. And he said, "I got a message from his other Patterson rep, the territory rep, that another client in another town had gotten a post on social media about a rave review about their family member's experience in the practice that had the Solea machine." So now this doctor is seeing social media reviews about what his counterpart is doing to a family member of one of his patients. And it's kind of like, "I didn't expect that." I mean so in addition to that, and it is, it's-- I think the results that I've seen are revolving around social media. The posts that are happy surprises for my new owners. They're seeing the effect of it. They're seeing what the patient's think and their experience. They're starting to see that in the social media area. And I think that's having just as much of an impact.
S1: 28:33Yeah I think so. And same with, I mean it's obviously not a big deal, but I don't enjoy leaving the dentist getting a filling and being-- I usually have my appointments at the end of the day, so I'm not kind of breaking up my workday. And I mean I'll go to the dentist, I come home, it's dinner time, I want to eat, and the bottom of my mouth is numb and I don't want to be chewing stuff so I'm not eating my tongue off [laughter]. It's just not fun. It's not the end of the world. I wouldn't say I hate it. It's just not fun. And I think having that, not that I've had a lot of fillings, but having that experience a few times in my life, if I had gone to a new dentist and had a completely different experience, maybe a dentist that's using something like the Solea and left there, I absolutely would be I mean certainly be telling close family members and friends about it. I mean it's only natural. And I think had that practice asked me to leave a review or to talk about my experience, that probably honestly would be the highlight of that visit, is that that single fact alone.
S3: 29:30Absolutely.
S1: 29:31And so before you know it, I think a practice can easily have quite a few reviews and testimonials whether it be on social media or on sites like Google or Health Grades or even video testimonials that they're sharing on social media or their web site that really set their practices apart from their competitors. Which at the end of the day, that's all we're trying to do for the practices we work with is obviously talk about what makes them different and unique and not like every other dentist down the street. So and this is just I think just one more of those things.
S2: 30:04And I mean some easy things that they could do, like Shawn said, I mean you could take a review, turn that into a blog, talk about the machine, talk about the piece of equipment, talk about how it's impacted that patient. Same thing with video testimonials. Placing those on the web site, talking about again the benefits to the patient on the home page and how that makes you unique and how that makes you stand out. That's going to drive in new patients. That's growth to the practice just based on this one piece of equipment, set aside everything else that makes that practice unique. Having that one piece of equipment, I mean it can really help you to stand out. We have practices that want to focus on how techy they are. And we we know we utilize that to our advantage everywhere we can. We're writing emails about it. We're posting to Facebook, blogging. I mean any way that we can, we're trying to utilize that. So extremely important that it's not just a how does this impact the practice and the doctor, which is a big key as you shared with us. But how is it going to drive new growth and really help you stand out in your market?
S3: 31:11Absolutely. And I think it leads to one of the questions that we ask our doctors is how do you feel you stack up in your market? Do you feel that you're easy to do business with? Do you feel that you bring a value that your neighbor doesn't? Those type of questions grow as the relationship grows obviously. So and it just spawns deeper conversations. And I think the doctors appreciate that. I think they get a lot out of that. And they just have so much to navigate in a day's time, in a week's time, any over year. I think they value that info. At least that's the way I see it.
S1: 31:53Yeah. And obviously today we're obviously we focused on the Solea. But I think of the biggest point, and we hope that most of our listeners take away from this episode of our podcast today is that these types of things is what we should be thinking about for every piece of equipment. This isn't just limited to the Solea but any piece of equipment that you're purchasing for their practice. I think we should, you should be thinking of it exactly like we just discussed and how we just talked about. And there's obviously a lot of different ways I think that-- there's a lot different ways our clients, in our practice we work with, kind of separate themselves from all the other practices nearby and make sure that they're kind of unique and different. Obviously the equipment that they have and use is one piece of that. It's not the only piece by any means. But it's one piece of it. And so I think it's good to be thinking about. So Andy, I want to thank you so much for joining us here today on our podcast and sharing all this great information not only about Solea but just about equipment purchases in general. I know a lot of our listeners are going to get a lot of value out of that and what you were able to share with us today. So before we wrap up here, where can our listeners find out more about Patterson?
S3: 33:03PattersonDental.com. We've got a great web site. And whatever stage you're into, whatever location, we have decentralized it [inaudible]. We have local branches in every state. So you have people that can touch you that you can get in front of you and have great conversations with. If anybody wanted to email me, Andrew.Braun@PattersonDental.com. Please email me anytime. I can help you guys. I can help anyone make a connection. I love what I do. I'm very proud to be here and helping you guys in your process. I'm grateful to be here. And you know what, I'm proud to represent Patterson Dental and through all this as well. So thank you so much for allowing me to come on and do this. I'm very grateful.
S1: 33:44Yeah. Absolutely, Andy. Yeah. We really appreciate it. Thanks so much again.
S2: 33:47Thank you.
S3: 33:48Absolutely. Thank you.
S1: 33:51We hope all of you enjoy today's podcast. Don't forget to get your free copy of Jackie's new book before this special promotion is over. We're offering the book entirely free even with free shipping to all of our podcast listeners. And you can order your free copy today by visiting DentalDisruption.com. If you feel so compelled, we'd really appreciate you subscribing and leaving a review for our podcast to help us share our educational content with even more dentists just like you. You can subscribe on iTunes or your favorite podcast platform to make sure you receive all of our future episodes. I also encourage you to visit our website at MyDentalAgency.com or email us at Podcast@MyDentalAgency.com if you have any questions or comments. Thank you so much for listening.
S2: 34:34Thanks, guys.