1112 Seven Principles of Highly Successful Dentists with Bill and Christina Blatchford

1112 Seven Principles of Highly Successful Dentists with Bill and 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 Christina: Yeah
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.
Christina: Agreed Bill: I just looked at one, it’s an older
practice just like you said and he’s over 40% for staff salaries.
Howard: 40% 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 [email protected] 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.
Bill: Exactly 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.


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