Dentistry Uncensored with Howard Farran

How to perform dentistry faster, easier, higher in quality and lower in cost. Subscribe to the podcast: https://podcasts.apple.com/us/podcast/dentistry-uncensored-with-howard-farran/id916907356

Blog By:
howard

Howard:

It is just as you joined us to be in, please join us on a Saturday night and these fine people just got in during the Justin, David Moody course. Justin why don’t you introduce everybody, this is your plan. Why don’t you …

Justin:

This is our faculty for the Implant Pathway life surgical training, we do with the Kars clinic what we call the brighter way foundation now.

Howard:

Brighter way or Bright way?

Justin:

Brighter.

Howard:

Brighter way.

Justin:

Brighter way down. It serves the homeless, the needy and a lot of US veterans’ downtown Phoenix.

Howard:

Tell them the legal trip of why you can do that here and not have to go to Dominican Republic or Mexico?

Justin:

Sure, Arizona grants a 14 day Good Samaritan license to anybody with a US license certificate standing. You can’t ever have a suspended or any marks on it, Arizona will deny it. For the most everybody qualifies and 14 days in two years you can come and you can’t be paid or anything like that but you do …

Howard:

All 50 States?

Justin:

Yeah.

Howard:

Even like Louisiana or I mean …

Justin:

They only have like …

Howard:

Every State.

Justin:

Only half of them. It’s good this is the best faculty in implant dentistry right here.

Howard:

Let’s start right. Introduce your faculty?

Justin:

Right here to my left, is Martin Niam, he hails from Belle Fourche South Dakota and he’s a general dentist but places a lot of implants and he’s into flash reconstructions, single teeth, whatever needs to be done and a total asset to our team.

Howard:

Now you’re from Belle Fourche North Dakota and you’re from Fourche?

Justin:

South Dakota, c’mon now.

Howard:

You’re from South Dakota.

Speaker 3:

Sounds good.

Justin:

Yeah.

Howard:

You’re both from Belle Fourche South Dakota and you’re from Robin City South Dakota?

Justin:

Yeah.

Howard:

How far away is that in a car?

Justin:

Hour.

Howard:

Okay, it’s an hour.

Speaker 3:

Yeah.

Justin:

Yeah.

Howard:

My [inaudible 00:02:27] was born in Rapid City, it’s romantic to me and then you have.

Justin:

Jeff Martin, he comes from Shreveport Louisiana, he’s in private practice and his practice is limited to basically implants and removable gumbo [inaudible 00:02:43]. He has many years of implant experience and a tone of removable dentistry like the bread and butter of implant dentistry.

Howard:

Just to be clear are there extracted teeth in gumbo though?

Justin:

No.

Howard:

Is that the only ingredient …

Speaker 4:

The muscles from [crosstalk 00:03:05].

Howard:

I thought everything was in gumbo, and you my darling?

Justin:

Jenny McKay William, she’s probably the best implantologist in all of Atlanta. She also runs basically her practice is implants and prosthetics as well.

Howard:

You were born and raised in?

Speaker 5:

Nigeria.

Howard:

Lagos?

Speaker 5:

Lagos.

Howard:

It’s Lagos.

Speaker 5:

Yes.

Howard:

Where my favorite dentist of all time was from, his name was [Bamita Olentabi 00:03:37]. I think he practices somewhere in Florida outside Clearwater. He was the greatest dentist I’ve ever met in my life and he was from Lagos in Nigeria and his wife was a lawyer named Cammie. They had three kids Dugi boy, Coco and Flora. One day I was sitting there and I asked him I said, “Why are you so smart?” He said something very profound, you know what it was? He said, “When you go to dental school in Nigeria. He says there is three camps, there is the Americans, the Germans. The Americans affect North America, the Germans affect Europe, and the Japanese affects Asia. These three camps to strengthen [inaudible 00:04:17].

In Africa we were taught the [inaudible 00:04:22] while the Americans think this, the Germans think this and the Japanese think this. We were never given Kool-Aid, we were given three different main camps and we had to think.” He said, “I think that was different because Americans all drink the Kool-Aid, and we had to pick which Kool-Aid was the best.” He had the most analytical mind I’ve ever met in dentistry.

Speaker 5:

They’re pretty smart.

Howard:

All, everyone, they are all?

Speaker 5:

A lot of us are pretty smart.

Howard:

Nice, so somehow …

Justin:

Brain trust, Nigerian brain trust?

Howard:

Where in Atlanta are you?

Speaker 5:

My practice is in [inaudible 00:04:58] so it’s outskirts suburb of Atlanta.

Howard:

There was a dentist on the, always growing to as a child this was my favorite show, there is something like Housewives from Atlanta and there was a dentist in there from Atlanta are you aware of that? I mean there was, housewives in …

Speaker 5:

Married to Madison right?

Howard:

Yeah Married to Madison.

Speaker 5:

Yeah, we’ve got a couple of them.

Howard:

You know her?

Speaker 5:

I know of her or them.

Howard:

She’s not your drinking buddy?

Speaker 5:

No.

Howard:

Okay, and who are you?

Mike:

I’m Mike Freeman, Wheat Ridge Colorado, clinical partner.

Howard:

He’s your partner?

Mike:

Good friend to Justin Moody.

Howard:

You’re from Colorado?

Mike:

Colorado.

Howard:

Do you have licensed legal Marijuana on you right now?

Mike:

I do not.

Howard:

It’s the reason we invited you.

Mike:

We tried to figure out how to get vet on the plane, the feds are a little iffy and I could not.

Howard:

Justin no.

Justin:

I know, I didn’t bring anybody in.

Howard:

I’m glad I didn’t stop this story with a bomb today I was going to get a whole …

Justin:

Him and I are doing facts. I own his grandfather’s proctors. His family is all from this little town of Crawford Nebraska Northwest … Northwest of Nebraska and his grandpa Doc Francis was our hometown dentist. My childhood dentist and his grandfather were from different ends of the States. Doc Francis wanted to go back to his kids in Crawford his kids were living there. My old partner Dr. McWilliams wanted to move back to Crawford where he was from. They did a pretty cool thing in dentistry, they swapped homes and practices and exchanged their money. They just did the switch.

Howard:

It’s pretty interesting because my dad back in the day in Kansas, all my dad’s business dealings were a handshake.

Justin:

Okay.

Howard:

There was never any paper work involved.

Justin:

He’s also been my continued kitchen education buddy over the years, last 10 years.

Howard:

Let me see this, he says Mike Freeman, “Dentistry is my heritage. My grandfather was a dentist who graduated Dentistry school in 1936 when Justice was only one. I would drive along town with my grandfather and see how he interacts with his patients. They were his friends, that’s where it all started for me when I established prose while my goals degraded different type of practice. One that emphasizes patients centered for dentistry. Today many offices practices may have the best technology and use of advanced techniques, both out of connection between the patient and doctor’s team.

The biggest key to success are personally on my team members. Each is knowledgeable, caring and patient centered. They feel everyone is a friend and treat them as a family. My team genuinely care and is concerned about the person in front of them, we engage with patients and what they desire. We can provide the care experience outcome they deserve. My other goal in starting Grossman was build an in-house lab. Having a lab in our facility allows us to customize shades of the most pleasing and natural result, everything is kept designed computer system that are milled here, because we do everything in-house.

I’m able to oversee once we made and set shipping orders to labs across the country and communicate with the phone and writing. I work directly with the technician here, this ensures a much higher quality of finished product when my patients smile. My education I follow my grandfather and older brother into dentistry and attended Creighton University that’s where I went in Omaha Nebraska, for my doctorate in Neurosurgery.

Justin:

Good choice.

Howard:

While in medical school I spent three months in the American republic as a student in density to provide care under-served. I strive to retain through maintenance of fourth and for advance in dentistry, today is an exciting time of practice because new techniques, materials are constantly being developed and gone implemented using innovative process allows me to drive the most proficient comfortable dental care throughout. This goes on and on and one.

Justin:

All through.

Howard:

Then of course this is Justin Moody and Justin you’re with, you own Horizon West dental and Pro Smile [inaudible 00:08:56] Dental lab. You have an amazing podcast I love your show. How many shows have you put out now?

Justin:

121 maybe.

Howard:

That’s cranky dude and it’s called Book Worms.

Justin:

Yeah, we just shot it to the work we think it’s funny and we thought, “Hey, you better have some sort of buzz word when you’re dealing with people and they’re searching on iTunes or whatever, they might not remember me.” They are like, “What’s that one about worms?” We’re doing one that got worms in it.

Howard:

I love your podcast, I love your show.

Justin:

You love fireball?

Howard:

Love fireball. Loved it more when I was really younger, 54 gram bags it’s a little hard and the next morning they’re top. I always wondered and mind the young guys because the human mind everything … This isn’t a matter of religion or politics or dentistry. They have the same mindset, I’m superior to you, I’m better than you, judgmental weird stuff. When you read PR Fishar the first dentist in 1800 in France and you read. That’s the smartest guy, the guy that started dentistry. You read his book and you think wow, all this is a couple of years ago. I bought GB Black that’s the father of American dentistry which is just 100 years ago. I bought these three books autographed and signed by them, I sat down I was just so excited to read about the father of modern dentistry.

That was the most bad shit crazy read I had ever read. They didn’t have the germ theory. They were trafficking holes to let out evil spirits and then they draw the evil spirits and they look just like the king’s court jester guy with the weird hats and the pointy shoes with the bells on. The toothache was caused by something that’s wearing shoes with bells on. Then you read, PR Fishar 200 years ago, GB Black 100 years ago. You realize that 100 years from now, and 200 years from now, everything we believe in this table is going to look crazy.

Yet right now, dentist will argue till 3 o’clock in the morning on some little deal, they know what they know but they have no idea what they don’t know and they have no idea what they’re going to figure out 100 years from now 200 I mean. I want to start with this, here is how I want to start this discussion. It is June 3rd on a Saturday night and this week 6000 American babies just graduated from dental kindergarten and they just walked out, and they all have the same complain. They say we didn’t do what in place, what implant. I didn’t do one in this lined case, how many implants do you think you guys have placed. How many do you think you have placed in Belle Park?

Speaker 3:

I don’t know, for me a couple of thousands.

Howard:

Okay, how did she go from … I feel ripped off? I got $300 for this when I was a dad, I went to four years on the grad, four years in high school and I get in place one. How do I go from, it’s easy for you to go from a couple of thousands to a couple of thousand one. How did she go from zero to one? That’s the hardest deal?

Speaker 3:

I followed this guy around. Before he had …

Howard:

You’re an alcoholic then?

Speaker 3:

Obviously finding a course, finding a mentor, that’s what this guy does. Before he taught, he came and got me started. That’s how I started the new ways.

Howard:

What you said is you found a mentor?

Speaker 3:

Yeah, you just can’t do it from cold start, you need somewhere to start.

Howard:

Okay, you know …

Speaker 3:

He gave me that idea of the places to start and I’ve been working there.

Howard:

America they always talk truth, liberty and justice but they need to scratch it out and just write, “Money is the answer, what’s the question.” In America the implant training is pretty much tighter than manufacturing. They come out of school and they’re saying, “I think I got to pick the system first because every course I see this one’s for noble care and this one is bile horizon and this one … They’re prowess by analysis because I don’t know who my mentor is until I first pick their system. Is that true or false?

Justin:

I think the majority of your weekend worry of course is totally driven that way because every manufacturer is trying to get you to place their implant and push their system and so forth. One of the things that Mike and I put together in the implant pathway is, for us to train dentists we do have to pick a system because we do have to show you some sort of surgical kit. You heard even though we use bio horizon implant in our course this is not about horizon course. This is our continuum of over 80 continuing education hours culminating in the placement of live implants here in Phoenix. We just got done with three days of clinical training where we placed 241 implants and then …

Howard:

You guys are the faculty and you placed 241?

Justin:

Yeah.

Howard:

Will there be any … How many students were in there?

Justin:

12.

Howard:

12 students place 241?

Justin:

Yes.

Howard:

Will they ever get to see those patients again?

Justin:

They won’t but the next class will. The cool part is that we have them about every other month and as it’s turned over, we were seeing patients that were in the February course. The implants of that four months or so, they’re ready to go and the first day that they’re there they get to uncover take impressions and we’re restoring the last courses implants. The patients unlike the Dominican Republic in Mexico and those places where you go down, you fly down you dump a bunch of screws and you leave and who knows what happens to the patients. Here not only do we take care of the patient from start but …

Speaker 4:

From onset rather.

Justin:

Yeah, they actually get the dentist here actually gets the training in the past because you think about the weekend and warrior course. You can do and do all that stuff that you want but, you might even go back to your practice and place some implants what happens in four months when you didn’t have any clinical training of how to do the prosthetics side.

Howard:

Was your hands on surgical courses all done in Phoenix?

Justin:

Yeah.

Howard:

That’s your location?

Justin:

Yeah.

Howard:

Which is an amazing resort town and it is who wouldn’t want to go to Phoenix?

Justin:

Yeah, if you’re bored here on a Friday or a Saturday night, you can come to our house but …

Howard:

I’ve had a lot of women tell me that it’s one thing for a guy to go to Central or South America but a lot of women they feel, they just take a husband or a bodyguard or some of it.

Justin:

How did you feel Jennifer?

Speaker 5:

That’s the way I felt.

Justin:

You went to the Dominican?

Speaker 5:

I went to the Dominican.

Howard:

You didn’t feel safe?

Speaker 5:

No I didn’t, I didn’t like it at all.

Speaker 4:

Yeah, I have a female associate sometime she never want to go out there alone.

Speaker 5:

Yeah.

Howard:

Last time I went [inaudible 00:15:51] I shouldn’t say this, this is bad, but we were walking back from the fishery to our resort and it was only like five blocks. The police called out and we thought it was a mistake and we were here as two grandpa’s from Phoenix walking back. They frisked us, they took our wallet and they got back in the police car and they drove off.

Speaker 5:

Yeah.

Speaker 4:

Yeah.

Howard:

I never knew you could be robbed from the police. I thought you would be robbed from a criminal. I didn’t know the criminals drove the police cars. I went back to the resort I said, “Was it a fake police car?” He goes, “Oh! No that was the police.”

Speaker 5:

Who did you report to?

Howard:

You couldn’t.

Justin:

You just pay the money and move on.

Howard:

Yeah.

Speaker 4:

Yeah, Oh I see.

Speaker 3:

Talking out of experience.

Howard:

The first key word you said was fundamental?

Justin:

Yeah.

Howard:

Let me say, are these deals true. Taylor Woods would be Justin Moody and golf regardless of what club he had, it doesn’t really matter the implant so much, if you know how to …

Speaker 3:

He still has his game though he hasn’t passed out in a car.

Howard:

You’re lying, would never drive drunk but entire would.

Speaker 3:

Wow.

Howard:

If you went into these weekends where your courses. You still drivers are no one ever bought the car that they took drivers and license.

Speaker 3:

I did a weekend wearing the courses too, I was looking for something I didn’t … Even though I did the weekend work of course didn’t have any surgical skills at all. I referred to Justin, and so whenever I sent a patient down there, I’d tag them on. Would stick the rest of the day with him at his practice and he would show me everything he’s doing and finally asks why I was there. He was like, “You really want to do this?” I said, “Yes.” He made an easy checklist what I needed to do and I followed it.

Howard:

You see, assuming you said, when I got to school, when I got to school, most of them are all by hands and see was this specialist in Phoenix. I would call him up and have him thought of me inferior was like, “Why would I teach you to do that, you had to refer to me.” I was like, “Whatever.” The next guy he call and come on down. There is so many of these models [inaudible 00:18:17] for whenever they want to learn one thing they feel like they got to fly across the country and go some institute and drop three or four grand it’s like, “Dude you could have learnt that at the end of, across the street from here.”

Then I got to talk to this specialist within edge of weeks, and they want to be a friend. They are sending me flowers and cookies and Christmas stuff trying to get your … You how far away was he from here?

Speaker 3:

60 miles.

Howard:

You just drove one hour up the street?

Speaker 3:

Yeah.

Howard:

Never got DUI?

Speaker 3:

No.

Howard:

Nice, that is just an amazing luck. You should have gone to Vegas one of those years. That’s just a … Justin your website is Dr. Justin, talk about implantpathway.com.

Justin:

You can go either first.

Howard:

Implantpathway.com. Those 12 students, do they do the didactic on the online and then they come for the hands on. Or when they come down here, do they do didactic and then hands on?

Justin:

It’s four different sessions. The first session is all online, they are 16 one hour modules that are online. That online education is the things that you don’t need to travel all the way across the country for, physiology, bone physiology, implant rationale all those things that put you to sleep you don’t travel all the way across the country. There is two other sessions that you go to and we’ve done them in Phoenix, Orange County, Dallas, we’re just finishing up Dallas next weekend.

Howard:

Phoenix, Orange County, Dallas?

Justin:

Denver and San Fran.

Howard:

Denver and San Fran. That’s …

Justin:

There is two sessions.

Howard:

One is online?

Justin:

One is online.

Howard:

That’s 16 hours?

Justin:

Yeah.

Howard:

Session two is classroom.

Justin:

Yeah.

Howard:

It’s two, eight hour base. That’s 16 too?

Justin:

Yeah.

Howard:

Okay, then 3.

Justin:

Same thing.

Howard:

More didactic, two days.

Justin:

Two days.

Howard:

Two days didactic. Okay and four?

Justin:

Three days of live and practice training.

Howard:

That’s here in Phoenix, three times a year? I’m sure it’s for a month.

Justin:

Almost six.

Howard:

Then a month?

Justin:

Yeah.

Howard:

The let’s assume like mom dropped them when they were little, they come during the summer when it’s 118.

Justin:

Pretty much.

Howard:

They are the ones who graduated top half of the class, they come here in February I’m guessing.

Speaker 4:

Dentists come down in February.

Howard:

Yeah, I understand when dentist come here and it’s like, “Dude is hot.” I’m like aren’t you the one who chose August, did you never have geography. Did you think we were like North of Canada or you confused.

Justin:

Our next course is actually on August.

Howard:

That’s a, Atlanta gets pretty warm, Arizona is warm.

Speaker 4:

Human.

Howard:

Yeah, but the Colorado voice wouldn’t be too well.

Mike:

I guess you’re struggling now, it’s June.

Howard:

Tell us your journey and again try to speak to the little girl, she’s 25 and she feels bombed that she got ripped off, and paid $350,000. They had it on surgery department but they never got to present in the neurosurgery department.

Speaker 4:

I guess my journey was a little different. In 2000 I opened a removable only practice all these dentures, destructions, partials. Around 2001 is when the minimum plans came out. I’m like that’s a way to help these people because people got prudentially certifiably disproportionately poor it’s just the way it is. Unlike here is a cost effect way we can help these people. For 10 years I’ve probably placed, I don’t know a couple of 3000 minimum implants for lower [inaudible 00:21:55].

Howard:

What brand was that?

Speaker 4:

It started out as intake.

Howard:

Then three in bottom?

Speaker 4:

Three in bottom and free arms just closed so now …

Howard:

I can’t get anyone official from there to tell me why it’s just like they stopped.

Speaker 4:

Three AM is such a big company that was just a nuisance to their problem. It didn’t fit maybe with a division that 3:00 Am has. They set out a heck with the closet. They even sell it, they could have sold it they just closed it.

Howard:

That’s just so bizarre and just one day they were gone?

Speaker 4:

Yeah.

Howard:

Okay, anyway. You talked about 3,000 implants.

Speaker 4:

Yeah, probably at least. I’ve got so many cases over 10 years old, with medium platforms all over. It worked but I wanted to offer different treatment modalities, so probably five or six years ago started taking courses a bunch of different symposiums, bring a lot of dental town, if you’re a young kiddo out of dental school.

Justin:

[Crosstalk 00:22:55].

Speaker 4:

Get on Dental town, read the boards it’s there.

Howard:

Justin still hasn’t figured out that the internet is not just for porn anymore? There is other things you can do on the internet.

Speaker 4:

It’s free and there is some knowledgeable people. There is some cats on there that are sharp. Do that, takes some symposiums do something like what we’re doing here …

Justin:

Speaking of that, where is your cat? That cat always walks across the table when you’re doing this.

Howard:

We were a little hungry so we ate all of her [inaudible 00:23:30].

Justin:

He was only coming here because of the cat.

Speaker 4:

[Crosstalk 00:23:30]. It transitioned from menus to now we’re doing convectional.

Mike:

I’m sorry.

Speaker 4:

We do both, I still do both. It’s a little bit different.

Howard:

I want to back on it a little bit, because in Dental town we have 50 categories, root canal, the reach canals but only two sections, implants and code gum [inaudible 00:24:02]  on Code gum we had to separate E40 from syrup, syrup are all, I don’t know how you say it. If anybody post an E40 say they have a job? “Well [inaudible 00:24:02] that decision was already a long time gone. You got to buy E40 it’s an online market. It’s not like you bought it on E-bay.” We had had to separate in this case.

Speaker 4:

Yeah.

Howard:

You can’t, if you are a [inaudible 00:24:26].

Speaker 4:

It’s a religion on you.

Howard:

I know yeah. My two analysis are calibers, they don’t even think Lutherans are going to heaven. They are, but the other one was an implant, because anytime anyone post the medium plant you saw all these crazy people that are going there and saying, “There is no place for a mini implant.” Why is that so controversy? A mini implant affects 3.0 and under or is it 2.9 and under?

Speaker 5:

2.9 under.

Justin:

2.9.

Speaker 5:

Yeah.

Howard:

If someone places a 2.9 to 2.8 they’re going to go to hell and if it’s a 3.0 to 3.1 they’re going to go to heaven, what do you think of?

Speaker 4:

You may be honest with you with what I think.

Howard:

Yeah.

Speaker 4:

I really think when an M-tech came out, they marketed to the general dentist. It scared all the specialists who were the bigger implant people in the communities and it scared a hell out of them. They just cold and mild to everybody around but nobody looked, is it working and is it helping people, nobody asked that. It was just a pissing context in the profession. That’s crazy, if we’re helping people let’s help people. Let’s say we helped people that may be able to report just for $20,000 an arch maybe.

Howard:

That’s it, but you’re not going to find anybody in [inaudible 00:25:42] like take Cambridge, 96 out of our under crowns that go to the labs are single units.

Speaker 4:

Yeah.

Howard:

You go to any dental convection and they’re bringing this pros on us and all they say is these four full mouth three rehabs and I stand and say, “Hey this is June …”

Speaker 4:

There are others.

Howard:

There is 300 people in the room. “Raise your hand if you haven’t done one full mouth rehab in the first half of this year?” All the hands go up. If you take away that guy and say, “Hey I’m going to teach you how to just do two or over dentures for a poor grandmother lives in a burning cancer.” So like, who gives a shit about that.

Speaker 4:

We need to do all of them four.

Howard:

It’s not even sexy.

Speaker 4:

Yeah.

Howard:

Yeah, but this will bring in all the four $25,000 arch and that is urge and that is sexy. The bottom line is that there is more money in the poorer I mean 14 and a half percent America, 13 and a half percent goes to the top line. Would you rather own, top of the bell or lose caress. Would you rather on Southwest Airlines or rented jet? All the money is on the poor and then clear choice they’re only 18,000 arches last year. In a country with 325 million people, 18,000 isn’t even a plus or a minus of the accuracy of the population from the census bureau.

Speaker 4:

Yeah.

Howard:

It’s a rounding error, but minis and over dentures would be huge.

Speaker 4:

In another one, early 2000 there was a huge cost difference two standard versus four minis. Four minis were so much cheaper, but now with cost coming down with convectional implants, I mean basically I can do it for even money. Two standard, four minis, it’s the same cost now. Implants have gotten so much more affordable.

Justin:

The four minis versus the two convectional.

Howard:

Yeah.

Justin:

One of the main differences is that the two piece implants, the convectional root form, you do have more prosthetic options.

Howard:

True.

Justin:

They want to upgrade, the many as the many, and that’s what you got and that’s …

Speaker 4:

Yeah, it is one of the implants.

Mike:

It’s one piece implant, that’s part of the …

Speaker 4:

They’re going to fight here, it’s going to separate us.

Howard:

Jeez. All right I want his point because I’m told he used to be a wrestler, are you the wrestler?

Speaker 3:

Yeah, I’m a wrestler.

Howard:

He’s got a [inaudible 00:28:07] with this guy. I’ll hide him and I’ll be good.

Speaker 4:

I’m agreeing with what he’s saying through, you should mainly switch over to convectional because like what he says, you’re going to retain more born probably, more treatment options and the cost is the same now. There is no benefit moneywise for these people, the masses to go to minis anymore so I agree.

Justin:

But we should Jennifer [Jim McKay [inaudible 00:28:35] talk about how she incorporates both in a lot of her cases.

Howard:

First please I’m just dying because of [inaudible 00:28:43] tell us your journey, how were you born in Lagos. I could imagine at 18 years old going to another country. What was your journey like and was Shaday born in Nigeria?

Speaker 5:

Was who?

Howard:

Shaday.

Speaker 5:

No, she was born in England.

Howard:

No, I thinks she’s from Nigeria?

Speaker 5:

Her father, I think her father is Nigerian so she was born in England.

Howard:

Okay, that’s my favorite artist of all time.

Justin:

I love her.

Howard:

Everybody says I look just like her?

Justin:

I think the hair.

Howard:

It’s the hair? [Crosstalk 00:29:14].

Speaker 5:

Yes I was born in Nigeria, my dad was a used car sales man. I had two older brothers who were doctors one is Australia and one in London. I was 18 years old and my dad decided that he wanted me to have a better education. He sent me over here.

Howard:

He sent your brothers to Australia?

Speaker 5:

No, they went later, so I was …

Howard:

You all came over here then your two brothers?

Speaker 5:

I actually came by myself my dad sent me.

Howard:

Wasn’t that just incredibly frightening?

Speaker 5:

Of course, I was scared. I’ve never been out of my house.

Howard:

In Nigeria, your second language was probably French wasn’t it?

Speaker 5:

English was my first language actually. English is my first language.

Howard:

From Nigeria?

Speaker 5:

Yes, we were colonized by British.

Howard:

Okay, so it’s a British Colony?

Speaker 5:

Yes.

Howard:

When you were 18 you came to Atlanta?

Speaker 5:

Yes sir I did. I went to college.

Howard:

Then dental school there.

Speaker 5:

Then I went to dental school at Howard in DC.

Howard:

Which is named after me, that’s a true fact. I’m not even making that up. I am the Howard behind the Howard University.

Speaker 5:

I didn’t know that, but now I do.

Howard:

They took down my statute, the same way they took Rocky’s statute down. They said, “Where is Rocky in Howard? There is nothing like that.

Speaker 5:

No.

Howard:

Your journey?

Speaker 5:

I graduated in 2001.

Howard:

When you graduated in 2001, did you place an implant in dental school?

Speaker 5:

I actually did, I placed one. We weren’t allowed to place implant. I sneaked into the post grad department and I was allowed to place one.

Howard:

What would you tell her, who didn’t even get the one or let’s say she got the one.

Speaker 5:

I know right.

Howard:

How does she over man two, how many do you think you placed?

Speaker 5:

Oh my Lord! Last year I placed about 650.

Howard:

In one year?

Speaker 5:

Yes sir.

Howard:

Unbelievable, how does he go from, I never placed one to placing 650 a year?

Speaker 5:

I think it’s the same thing, you’ve got to figure out what it is you want to do. First of all find out if implantologist is what you want and then attach yourself to a mentor find them, prompt them down like I did him.

Howard:

Which is interesting because she’s thinking I got to pick the implant, I got to pick the system I got to pick the means to? You guys are all saying, “No find a mentor.”

Speaker 5:

Yeah at the end of the day, a screw is a screw, is a screw. They’re different and they’re marketed differently.

Justin:

She will like how that sounds later.

Mike:

Yeah.

Howard:

I had already invited [crosstalk 00:31:44]. Who is your implant mentor, who is your first implant mentor?

Speaker 5:

Justin Moody.

Howard:

How did you in Atlanta find Justin in South Colorado, were you at the post office and so the 10 most wanted? One of them places implants.

Speaker 5:

Something like that, like we said, I had gone to Dominican Republic and I had gone through this training and I just didn’t like the way it was done. It was very roguish and I didn’t get everything that I thought I was going to get. Somehow came across this guy. I went to some of his courses and I think my vision for what I wanted in practice just aligned with what he was offering and that was it.

Howard:

In your journey did you ever have that mini implant component or?

Speaker 5:

Yes, so 2004 I started placing mini implant, so I have placed probably 1000 or so.

Howard:

Was that Intec also?

Speaker 5:

Yes, yeah. Now I still place steel and gold impacts. They happen …

Howard:

Someone said the Intec, what is it the … what is the problem called 405C’s or whatever.

Justin:

503 or …

Howard:

503, somebody told me, I can’t remember the experience but somebody told me that their 503 or whatever were so detangled have you ever heard of anything like that?

Speaker 5:

I don’t even know what 503’s are.

Howard:

Well the legal, they are intellectual property behind the immigrants.

Speaker 5:

I don’t know, I have no clue.

Justin:

510 kit.

Speaker 5:

Cool.

Justin:

That is clearance for a particular design.

Howard:

Have you heard that the Intec design were detangled.

Justin:

I don’t know, I don’t know what happened.

Speaker 4:

This weekend they said no. The strangle was there this weekend, we placed so many this weekend talking with the guy … We had the same conversation and he said no. They had gotten word that 3AM was going to probably start. They got in front of it and was ready to release it.

Howard:

Are you doing anything minis now or?

Speaker 5:

Yes, I place a lot of minis now, and what I do is actually combine both, the root forms and the minis. When the root form implants are placed, meanwhile we’re waiting for the OS integration I place many implants in between it and retrofit those dentures right away. The patient has some civilization from the beginning.

Howard:

Nice.

Justin:

We call it the antidote and hybrid.

Howard:

The what?

Justin:

The antidote and the hybrid.

Howard:

That is so nice because dentists always forget at the end of the day that mouth is attached to a human and nobody ever got their teeth fixed for anything other than mental health. They wanted their teeth for self-esteem, smile talking when they lose their teeth, they’re mentally traumatized. Dental health is just something you do to get people to mental health. I imagine being able to walk out with something in their mouth that is fixed is just a beautiful thing.

Speaker 5:

Yes it is, absolutely. The patients are happier when you’re placing those implants and they have to spend another four to six months with a denture that still moves around especially in the mandible as opposed to having those minis in there, having it attached and they can actually eat and function.

Howard:

You know a lot of the young kids are ... I think a lot of the young kids.

Speaker 5:

That’s what we do there.

Howard:

Purple is my favorite color. Was this off the cover of the prints album?

Speaker 4:

It is.

Justin:

Of course.

Speaker 4:

It is purple.

Howard:

One of the things little kids get in trouble to and in 25 years old is, most of the time they get in trouble, they heard the buddy on their shoulder, the patient talked them out to do what they want to do. The young guy is 25 to 35. Let’s say 25 to 30 at least. Almost every time they get in trouble, they say well, I need to send you in internal surgery. No, you pull it, we need to burry this implant in four months, no I want you to immediately load. I want the teeth out. The young patients, the young against the tail, the dentist is the dog.

Speaker 5:

Yeah.

Howard:

Then by the time you’re 54 years old, you’re the fucking dog, the patient is the tail and you just don’t want referring the patient. That’s not how we do it here. There is 3800 dentists in Phoenix, I’m sure you can find someone to do that, but you’re not going to have it done here. What do you think, do you think the market is creating too much noise about the immediate loan. You were talking about that you were stabilizing this.

Speaker 5:

Yes, I think so. When patients come to you and you denture late the mandible, then you immediate load, then you tell the patient, “It’s immediate load, but don’t eat anything too hard.” The reason why the patients were being denture late most of the time was because they were not compliant with taking care of their teeth a lot of the time. Now you’re putting this expensive in there and you expect them to be compliant, now they got a full set of teeth. I wanted to still want to put the fate of my implants in the hands of my patients. I would rather keep those buried and give them these two needs to function on.

Howard:

Which is why when you talk to others if they are honest, 20% of their case are on this line because we got some 12 year old boy there. He went to the same University of Nebraska for four days [inaudible 00:36:58]. He’s really going to complain on those grades. You could see that kid a block away and say, “No, we’re through with the brackets, I’m taking every variable out of him. That’s the only thing that you’re confusing, in school when those who can’t do and those who can’t teach and they are reading all these ivory tower stuff.

You don’t put implants in smokers and you don’t put them if they’re drunkards or are on drugs. Those are all the things. In Phoenix the yoga instructor aren’t the ones losing all the teeth. Yeah the user come in and say, “There is a piece of tooth for this.” The people that come in they lose all their teeth, they are going to treat it, smoking math some of the fact they, when they come in they say, we want a beer. When they come in and they say, “Will you hold my beer?” What would you say, what do you say about that officer because it seems like the people exactly that need the most treatment probably aren’t flossing the most?

Speaker 5:

Of course and so you …

Howard:

She agreed with me, I’m not an asshole. I believe the goal was of course okay keep validating that.

Speaker 5:

I can’t remember what I was going to say now.

Howard:

The health history, the Intec people say you can’t put them in certain groups, you can’t put them in drunkards and smokers and all this and all that. Here the joke at Phoenix says it’s a passive junction because any police officer would say the big joking piece that the fire department finds more meth labs than the police because meth labs go in flames and every time a trailer goes up in flames and it’s a meth lab it’s always at that junction. The big joke around here is trying to get to that junction to get meth. Every police officer I have ever met in my life says that every trailer park it has Junction of meth and I say that is true.

Speaker 4:

Yeah.

Howard:

Those are a lot people that lose all their teeth.

Speaker 4:

Yeah.

Howard:

People who smoke a pact or two a day, people who come home drunk a 12 pack. Those are our patients, what do you tell a 25 year old who just walked out of school and you say those are the ones who you don’t treat.

Speaker 5:

If you disqualify the smoker and the diabetic patient who is under control than a drinker, then we don’t have enough patients to put implants on.

Justin:

If you think about those risk factors, if you go back to John poise talks about as assessing our patient's risk and smoking alone it’s a minor risk. You can alter your procedures to deal with that. What about the smoker that's also an uncontrolled diabetic. When you start to stack those risk factors on top of each other now you're starting to get, now your needle will start go from yellow to red. What about the smocking diabetic bisphosphonate user. That's the one you probably like sometimes no treatment is the best treatment and sometimes …

Speaker 4:

Yeah.

Justin:

That's the deal in that.

Howard:

In that.

Speaker 5:

To the young graduate you want to start out with maybe the patients with no complications and leave the patients that have those stacked up risk to maybe someone days more experienced.

Howard:

I want to ask another question. Sorry we’re all trying to keep you out of the conversation.

Justin:

Mike:

I'm good with that.

Howard:

I’m just saying, but the other thing she … My jump is the guess here, what they’re thinking as a community towards. There is a pyrolysis right now. They are thinking of anything, and they’re thinking well should my babysat my first step should be to replace a single for a molar or should I be two implants for removal. What would be the lower skill set, what would be the better first move, two implants in upper denture or one implant in a fixed singled crowning?

Speaker 5:

Two implants in upper denture.

Howard:

That would be dental kindergarten first journey?

Speaker 5:

Yes sir.

Howard:

Explain your thoughts why?

Speaker 5:

When you’re dealing with natural detention they’ve got to think about the existing teeth if they’re replacing a single tooth. As opposed to when you’re … It’s an indentions mandible so you’re building up teeth. There is nothing there, so blank canvas as supposed to really have teeth adjutant to it. You've got a place that implant so that when you restore it everything looks in sync. It’s a lot more, got to think about it.

Howard:

What about you talking now.

Mike:

I’m good.

Howard:

What would you … she said, I just want to repeat what she said, I can’t place 1000 here but I never placed one. What would be your first thing you say?

Mike:

The mentorship I agree starting out. I also think friends and colleagues joining up with somebody for Justin and I Justin would say the same. Getting a partner out there, going through the education process together. Sharing experience, you’re not giving on Dental town and sharing all your negative occurrences and all the crap that happens during your day and all of those things as you mentioned. You have a friend and colleague that you’re sharing similar times and experiences. That for me, that was invaluable than even mentorship because every night you're on the phone and it’s like, “I have this, I have that. I have this I have that.”

Not only are you sharing, you’re also learning what others are doing through that experience as well. We had a great opportunity to teach a group from Kentucky who have their podcast as well 10 doctors just coming out of school collectively they're like going on a journey together as a unit to learn all of these things. There's a lot of power in that and just from my experience sharing it with Justin and I started it with Justin. It worked out okay.

Howard:

I wouldn’t think he was wrong Kentucky, did you know that?

Justin:

Did not.

Howard:

His message really got polluted. When I got school in ’87, 30 years ago. I knew lots of older people that actually knew them. He was actually from Kentucky with his story. I think got his story. Now Lee Anne Brady from Phoenix, she’s going to restore the historical reality. He was from Kentucky and you gave him a report you saw a section number one who was straight out of school. If you had a little bit more, maybe not a single ground or bridge you went to section number two and maybe had four or five, six years. We need to log out, it was section number three, but if you needed the complete flip and rehab it was only in Kentucky. Then eventually moved down to Florida got more money retired and there … Everybody always associate punkie LB punkie behind number four. That dude was from Kentucky and those words on your view say what is the problem with Greece? Do you not realize that since this country was a nation, Kentucky has ran out of deficit and Connecticut and California have run out of tax circles?  I told the Germans they said, “You just got paid. We’ve been funding Kentucky the whole damn time.” Out of Kentucky the sacred dentist of dentistry, he's one of the greatest ever.

He treated the poor and he made money treating the poor. He had a Taco Bell, he had to sit down nice and strong and he had the five star dinning, but now everybody talks about just the five star dining we don’t have them talk about the fact that you are nice. I want to tell you you’re never been visible of that. Will when you were a pathologist, were you able to make the most money, what’s yours? Because I got fellows who had a license to 30 years ago I was 25 I think it was in the 90s. I think I even had hair at the time I’m not sure, but I might have and fi got reprimanded the asshole congress and that one was a two dimensional panel there was no dentists to convince. Those dentists would go through define their ass, on congress and pathologist.

Then they would go back to some place like Kentucky or South Carolina, some poor area where there is a denture world there. That was doing three or four, or five for a thousand year for 20 years. Everybody in this big area went to Denture world and they had their full mouth denture for295. Then they had a little bit of minis they had like the 495 the deluxe was like 695. Then they went in there and said, “Yeah, 695 or two implants 1295 four implants says, or all around set, upper, lower 20,000. These guys would go and buy this $500,000 denture world with 20 or 30 brand names. Wrap them up to three or $4 million a year.

It’s just amazing, it’s absolutely the biggest gizmo but so many dentists.  When they come out of school here they go, “Why got all those student loans I think I better go to Scottsdale Beverly Hills or [inaudible 00:46:30] because I need to go where the money is, really you don’t want to own Southwest Airlines. You’d rather own a rented jet, you don’t want to own I key F you would rather own some fancy furniture’s to worry. The money is all in the poor. Would you rather lose risk or talk about McDonalds?

Speaker 4:

The McDonalds.

Howard:

Would you own Southwest Airlines or winter jet?

Mike:

Own a jet but definitely got a ride in Southwest airlines.

Howard:

Again you said, you started off getting a mentor, you started off go with a friend and obviously something is in profanity because your friend got to be Justin.

Mike:

It is an issue, so I just did.

Howard:

No, but you couldn’t find a friend.

Speaker 5:

Yeah.

Mike:

I’ll break it off, our mentor put us together because …

Howard:

Oh really?

Mike:

He really did.

Justin:

We had a state mentor.

Howard:

Who was the mentor?

Justin:

Roger Polyester from Lincoln, he's also from my hometown of Crawford Nebraska.

Howard:

He put you two together?

Justin:

Yeah.

Mike:

He was good friends with Garmisch, really good friends with Garmisch.

Justin:

In his fast class, they did in his office prior to the day.

Howard:

You guys use by the Horizon.

Justin:

We do.

Howard:

That was Carlos was instrumental in that company getting on it’s way up.

Justin:

Carlos Metshar and my dad are taught us strong and eventually Steve Berman all put that together.

Howard:

What bow man?

Justin:

Berman.

Howard:

That’s where they make the solar bracket of the …

Speaker 4:

Hindsville.

Howard:

What?

Speaker 4:

That’s Hindsville.

Howard:

Hindsville.

Speaker 4:

Not in Alabama.

Howard:

Alabama is very high tech and that’s why we bio in horizon of this.

Justin:

Bergville has a lot of technology in it.

Speaker 4:

Yeah.

Howard:

Yeah, I would say it’s amazing that … Why did you go by that?

Justin:

I suppose there was some sway that way and I was when I got out, I knew instantly I went back to my hometown that was heavy and removable, dentures out in Western Nebraska. I was like I can’t adjust hedges on my life, this is not going to work. I went to Denver and I took a week and worry of course and 3i course. There was great, the first time I’ve ever spent a couple of thousand dollars for CEE, like holly shit can I afford this. At the end of the pitch, at the end of the weekend got the hardcore pitched by $20,000 surgical kid and motor that and I was like, “Now that I can afford.”

I went back home and I was like damn what I’m I going to do and the inner web was just getting and all that late 90’s. I found, actually I found strangle which was the implant was just machines crew there was no service treatments. They were external hexed but how they got me was they did a consignment plan.

Once a month I would have to fax them a sheet of what I used and they replaced them and built before it. I didn’t have to pay for this big inventory. My partner said, he goes, “I can’t buddy, they wanted to do a covet course years ago out there, and goes I think you still got the motor in the box.” Howard sent me the motors, I have motor for free from Howard and I did a consignment from struggle then calls are back struggled and then Zimmer Bart calls her. I ended up in Zimmer’s types of students. Eventually our mentor said, “Hey you’re doing good, you placed these implants but you get some real education.

We partnered up, we went to Mish, we did all these courses became actually he and I and another guy were the first Masters, they got their Master’s from Mish Institute, that one went on to the AIE maxi course and stuff. To get back to your question, there probably was some sway about horizons and Jenny McKay has already said that, a screw is a screw, is a screw. That’s a quote from her, but I think we can assume that they all work. Why would you pick on? Why would you pick one over the other, price I mean is it all about price because it’s just about price?

Howard:

Lenitive structure like a mere guide, you want a company that could show some clarity. I can buy an implant from rush hour or whatever if I practice in 200 countries. The price in the United States and the implant fails knowing the way, the legal system works.

Justin:

You put the $29 crew there.

Howard:

The results with the research on this?

Justin:

Right and I think.

Howard:

Just a brand name, a brand name that a company could use.

Justin:

Right but to your points, why we have this big separation in brand names. I think 3IE number one, or strawman we got no bells ever in bile but in bile is number five and you got those five in that deal.

Howard:

What were those five again I’m sorry, noble, strawman is Novell’s, Sweden and so …

Justin:

It’s all owned by Dana now, implant directive Nobel may be owned by the same company.

Howard:

Next Strawman’s on Switzerland?

Justin:

I think so.

Howard:

Then what Rosen Bagman said?

Justin:

Zimmer.

Howard:

Zimmer?

Justin:

It used to be Zimmer and 3i, now they’re one and the same and then we have bio horizons.

Howard:

That’s 24 you set on the way there.

Justin:

I think I separated Zimmer and 3i but.

Howard:

The Strawman all measure out.

Justin:

Yeah, they’re coming out. If you look at why are those implants not cheap you just said it, because these all indeed. There are things about brand names that give you that, and for me what’s waving about horizons is there is science. If there is a difference in the subsets, if there is something that one implant does better in certain aspects or the sketchy placement, and immediately an implant that has more affiliate like I want science behind me and for bio horizons I like the laser work technology and I also like the platform shifting. For me there is a there is a difference when you get into the pre-modern implants slideshows bio horizons.

Howard:

This is dentistry uncensored. Now dance rounded, what does this phase one, two, three, four cost?

Justin:

17,000.

Howard:

17,000 and …

Justin:

12,000 of it is session four alone.

Howard:

Okay so session one is how much?

Justin:

You get to either take the first three or take all four.

Howard:

You can’t buy just as much more on two or three, you got to buy the three and how much is the three?

Speaker 4:

60995.

Justin:

Yeah, 60,995.

Howard:

60,995 and why go from 65 to a 7,000.

Speaker 4:

Five bucks to slice people.

Howard:

No, I’m trying to fight this it’s urban myth. Everybody thinks that everyone with 995 cents because this house is cheaper than a dollar but it wasn’t, it was internal control over embodiment. When you’re with a charge 99% of everything everyone and we’re talking about 1800. Where you charge 99 cents they give you a dollar and might not give you a change for penny. You got to have the cash either, you burst up on pennies and you’ve done it pretty, pretty. Being innovative you count your penny you have the number of transactions. These are all measurements for accounting.

Everything was 99 cents because you started with 50 pennies and you’ve had that transaction but there has been some of these studies on at the PhD, double doctor, PhD, economist, psychologist there is something down. It’s settled down for the first three.

Speaker 4:

You’d be changed.

Justin:

I don’t know that stuff.

Howard:

Then for the three day course. By the way you said two other economic lessons I want to go over with. You said here is a boy in a rich country who goes to Dallas school and they usually give the money for the starter kid, what would you say the starter kid they were trying …

Justin:

About 20 grand’s.

Howard:

About 20 grand’s and I am 100% Irish said, two parents, four grandparents, eight great grandparents, the whole family should work out, they all came out here 1850 but what was the greatest songs you’ve ever make?

Justin:

Singer.

Howard:

When singer came out and when four came out and when Ford came out. When Singer came out, they were like over maybe different song machines and all the jobs were textiles but everybody wanted their 50 bucks for the sole machine. An old man singer saw a million Irish  wash up in the jobs in Textile is giving you examples that some of the machines are used the first guy to offer instalment credit. He went to every Friday would you get your three bucks, you come back you’re a singer, dollar and you’re going to do that every week for a year.

All the other services are there, everyone will tell you that Henry Ford, some say Henry Ford he invented the car, of which he didn’t. that was invented in Europe, where you’ve heard about Mercedes Benz but he invented his summer line and he sold 10 million cost but no one ever knows the story why you start because GM, general motor started and they started GM AC financing and only man Ford you had to give him 668, if he had 667 you aren’t’ going to get the product.

GM said, you know what we’re going to do this in installment credit and force him to shut down the tea plant down. They closed that plant down because of the instalment pay. When you’re selling implant cases this is America. In America if they caused over $1000 90% of the time it’s finance, only 10% of Americans buy their cars in cash, I mean their houses in cash and those are the idiots who get the subsidies  and discount.

Speaker 4:

Yeah.

Howard:

You’re going to get them for this reason there, marry have three kids and working free jobs at the world glass. Yeah you’re doing it entirely, we just bought a house and car in cash. We’re asking for subsides and discount I say, “I’m already paying for your sole security. Now you want me to pay your sole security and your Medicare and give you this discount, how about a big hell no.” So the bottom line is when you present these cases that dentists need to give someone credit. When you’re doing cases what percentage of your implant cases can have some type of financing?

Mike:

Over 50% of them, first treatment nobody can afford that treatment. Like we talked about all the time maybe a brother can and the only a rich uncle can or grandma just died, I mean those are the things that come down to them. It always comes down to the price, they don’t want the treatment.

Justin:

Have you done, what it comes down to.

Howard:

It doesn’t come down to price, it comes down to terms. Donald Trump taught me that, I don’t want to get into such repeated.

Speaker 4:

I don’t know, wait a minute.

Howard:

Back in college, when I was in college I read that act of the bill and it had one burning impact, Donald Trump taught me one thing. He said it never comes out of price. It’s always turning, he says, I buy you a house for a billion dollars. If the terms were a dollar a mouth or merely a monthly. Because I will turn I’m searching for a thousand months, I have a 999 a month of that. It’s never the price 90% of the time, it’s the terms. Many people are going to say, to do this is going to 0be $17,000. I’m going to be walking there and say on their chart and said asking him, “Have you ever heard of verbiage [inaudible 00:58:14]. They start saying the finance questions, have you had the same, how long have you had your current job, what is your home address.

They’re encouraging, because they’re walking and say, right yeah congratulation. We can do everything the doctor wants to do for just $349 a month or 60 months. The only thing that hurts pretty frank just like your voice, they never know of that data. They never know the, the older you know has done that, they never know any other number and you walk in and say, we can do the whole thing for just 350 a month for 48 months. Oh my God I got 350 a month. It’s never the price for a 90% it’s just the terms.

Justin:

That’s right, he made a context that needs better terms we work on them every time. For the new grads that’s expensive, where are we going to get our new grad discounts?

Howard:

Let’s look at the richer investment. If you’re going to charge 7000 you’re going to just place 7 implants. It’s like when people get tripped up at the end of this line course. I’m pretty sure one case. I’m pretty sure one worth of case is $6500 you couldn’t find in this line course that cost that much to get a flight to Switzerland s money every drop of a sixty five dollars you can find you can design course a cost that much if you had a flight to Switzerland.  Basically that cost is certain implants the whole thing is 17 grand. The question comes down to, what is your track record that someday … What percent of your graduates will play 17 implants after your training?

Justin:

It’s about over 80% right now. We’re always going to have some people that, even though you come here and you place some plans in the live surgical. There is always going to be some people that. At some point you have to go back to your practice, you got to pick up the scalpel, look at the tissue pick up the scalpel, look at the tissue and some people just think it’s not for them. But the fact is that.

Speaker 4:

That’s where the training comes in.

Justin:

Yeah, practice that was there, I mean measures of those lactic are pretty low.

Mike:

They are less than 10%.

Justin:

Yeah, but it was also 150 people at the time our classes are much smaller.

Howard:

You just said something you’re just talking about the huge warms. You like the worms’ thing. Probably one of the most controversial things in planetology is a surgical venerate.

Speaker 4:

No.

Howard:

It seems like if you find indexed red blooded American who is placed over 5000 implants he never uses the [inaudible 01:01:01]. You find any kid that’s on millennial then I want to use a surgical guide. Then the old guys are telling I see it standing, I see it lectured. I see on Dental town, you guys are like dude, do you still have training manuals on your bike I mean you got a second bike has been and a second more. I believe you need to be a surgeon I'm pretty damn sure you need to lay a flat … It’s very opposing camps, very opposing camps. Where do you guys fit in that room?

Justin:

I think that there's a place and there is a place for guided surgery when it's properly put together. For example …

Howard:

No, first of all is what I said true that all the guys over 50 who have placed five or 10,000 implants.

Justin:

Rarely guide.

Howard:

Rarely ever.

Justin:

Rarely guide.

Howard:

12% you said, never used the guide.

Justin:

Probably upwards of 70% of them.

Howard:

Yeah, I just want to make sure that …

Justin:

It’s the same numbers but just like today we’ve placed. We did two Dench less guides, they were tissue born, they were already [indentialated 01:02:19] the case was set up in a way that, the patient comes in with terminal dentition. Pus and blood and all the nasty burgs you don’t want to drop a bunch of screws into. The patient was indentialated. The AV pasty was done to make a nice space. The traction sites were grafted. It was left for about four months the tissue to heal.

Then the surgical guides were made and from that point when the surgical guides go in and are pinned together. A, the implants go in the exact same position. It’s very quick. The end result is very good, but it has to be set that way to … In my opinion you have to set that way to be in full info large. Versus you see a lot of people out there talking about, “Oh we’re going to make bone reduction guides and we're going to snap these on. We’re going immediately load them in things.

The truth of the matter is that, there is a smaller set of population of dentist that can truly do that at a higher level throughout those success stories. When you add those technologies on top of each other, you get exist but they also add a level of complexity that experience sometimes doesn’t have. You’re asking someone with less experience to do something that is really a very complicated thing, while in fact it’s not that difficult to take teeth out and flap most of the bone down and do it the right way, but you can do it either way.

Howard:

You only see it, lower price, lower cost. When you start adding the stops and guides you’re going to add cost.

Justin:

You also there will be those in the sale you know, it used to be guides have a bad name because and part of this is true, is that they weren't same thing. Someone walks into my office and says, hey you know what, my teeth are done I need to do some implants. You say, “Okay that’s great. I’m going to take some picture, I’m going to take an impression, two weeks later I’ll have your guide ready and I will do it well. Your life also came in because you finally got over the phobia that I need to the dentist. It’s good as two weeks and now they’re like, “What happens, training dropped out of my car, a kid went to college whatever it is.

Now there is money, two weeks later or a month the money is gone and that piece never gets gone but you find 400 other guides sitting on the shelves because patients never came back. Today you hear plenty of people who Courtland and those guys are awesome they're like, “Oh, just print it here in the office, put the printer here and you’re getting all the stuff. It’s kind of to say like that like, how much time does it take you to mess with that thing because the only time you’re going to talk of price and it’s your time and it’s probably your time in small blocks and you get this for the implant but yet spend an extra 30 minutes planning it on stuff like … That’s going against the price of the implant.

Howard:

Now you integrated?

Speaker 4:

I do.

Howard:

Where did you go?

Justin:

Oklahoma.

Howard:

How many times have you applied a crowning before your time is given? Krypton was one of, and others came and talked in our business in 1980 and this one is 90 years old now and he still says all the time. One at the E-lead SMP 500. He says, “95% of the CEO’s of the Fortune 500 spend 95% of their time trying to make everything more complicated and expensive.” He said in his 90 years of watching human behavior only 5% think [inaudible 01:06:06] do this faster, cheaper, easier. 95% of the people their first reactions, “I demand my 70% [inaudible 01:06:16] .on this.”

Only one out of 20 people just sit there and think, that grandmother don’t have any money, she wants to do it now. How can we do this faster, easier, cheaper?

Justin:

It’s now. You got to be spontaneous if you’re going to be able to do it.

Howard:

When Warren Buffett is 90 years old he's the richest investor who made his money purely from investing. When he says that he’s in 90 years of learning. We’re just talking monkeys with clothes on. He says that talking monkeys 95% try to over complicate everything. Only 5% of people are naturally hard wired they just say can we take our step? I look at dentist, if you’ve been to a dentist club the first girl say, “I just want you guys to know I’m the best dentist at the table, I’ve treated my own dynes.” Then you know next day is how are you doing. It’s like, “I put my own stone and then I dig my own dice, [crosstalk 01:07:18] for 17 bucks. What’s their best idea, “You could get free M scanners.” I don’t see money, this is 17,000 that’s what I should do.

It’s a lot better must be better. I don’t know if they smoke [inaudible 01:07:18]. The bottom line is, I’m not making fun of dentists because Warren says, it’s not only for the CEO’s of the SMP 500. He say’s just blows his mind.

Then what does he say about mergers acquisitions. Two losers get married and now they’re going to get a winner. He said, every company that wants to merge with another company, they’ll say, “Well we’re investing out big time, I want to put it on merrily, you’re a drunk alcoholic who lives in America.” Another drunk alcoholic, he says anytime some company if you really know what you’re doing, you’re going in summary. If you have no idea what you’re doing, you’re always going to merger somewhere else. It’s just human nature to add complex design is all I was trying to say.

Speaker 4:

True.

Howard:

In the long run …

Justin:

It is when starting out, I used for simplicity because I didn’t have the training to know what to do. I used that as the crotch, I didn’t have all the skill set.

Speaker 4:

You got to know how to build the gap.

Speaker 3:

I thought technology would overcome my lack of training. That’s what set me and the guys early on and probably not the biggest guys user you’ll meet today, I can’t remember I was …

Justin:

There are cases that the guide fits the case for but at the end of the day we all live in that rogue you’re talking about. Where the patient may even have walked in on door looking, to finally get the courage to finally walk on our door today and I’m going to tell him like, “The other day I was in    [inaudible 01:09:34] and I was talking about the same concept. I was like somebody walks in ideally I started my own practice and said if I did the surgery in less than a week. I only had less than 2% of the people with back out or change. If I’m at from seven days to 14 days it run out to 8% by the time I took, if I made my patient wait 30 days before the surgery 27% of them, your third found something else to do with their money or changed their mind because the deal .

I asked this group and this guy said, he just said, “I don’t know about your practice because mine was so busy I couldn’t get him in for 30 days. I said well do you, are you doing any fillings this week?” He’s like, “I do lots of feelings.” I said, “Could you maybe do your filling on top of another filling over here and I will double book and open that slot for a procedure that, instead of doing the procedure for $200, you just do it with a $2,000 procedure.” I said, “You have time, you’re just not willing to manage your appropriately. He got a little pissy but the other day he understood what I’m saying, the time is now with anything and being said. If you do it that way, it’s simple just do what you know.

Howard:

Yeah, and the convenience is not like giving implants it’s everything, it’s fast food. He will just say, “Yeah, we were meant to be, I met with the love of my life.” What did you guys meet? “We both went to the same high school in Parsons Kansas,” Yeah it was really meant to be. You really belong that, you found the love of your life in the same shit hole town. My God that was meant to be. Even see on the dating sites, the number one variable is still geography, you’re not going to drive from Phoenix to LA for any reason.

You pass through that's okay and the Irishman and the McDonalds and the Irish before the Irish every place in America took one hour to get your hamburger ready. You went in they see you, they take drinks, they come back, they take yours and made the burger and bread, got you food in 50 minutes. McDonalds will do it in three.  The bottom line is, I’m in my dental office I need to this dental and I’ve been telling people for 30 years now, remember if you thought you were having registry you were making a plan at the hospital. We will just drive you to the emergency room. This is today’s dental, we have an emergency room.

We had a room no one has ever scheduled. I said if you’re having an emergency don’t try to get through the Bellary get in your damn car and just come down. Those are the casts because you’re all busy doing this little cleaning, this little fillings and a burgle pit of 19, but what’s in an emergency damn [inaudible 01:12:38] in the emergency in the hospitals. When I was in MBA School there was about 10 people from the hospitals there, and I said the way Medicare and medicate works, they pay us little money and all the exams and vaccines and everything. The only way we pay our bills, the only time there is $100,000 for the bypass.

We’re doing three big surgeries there, three bypasses there for 100 grand. It’s that 300,000 from three surgeries that has all these noisy do. I’m going to go back at something else that they say and this is the weirdest thing that I always hear from Bailsman and it blows my mind. He say, “You know what, I don’t like blood.” Say, “Shouldn’t you have been like an engineer, I mean how do you go to a doctor school and then you found out, you didn’t know humans were filled with blood and guts.

Really you thought I was an iPhone. What do you say if a person says,” I don’t know I think I want to do the blue chin and bonding and banners and sleep apnea because I’m just like white little fluffy stuff. I don’t really want to do blood and guts and pull a tooth and lay a flat and do a root canal, and where is there more money root canals, extractions and implants or beaching, bonding and veneers?

Justin:

Blood.

Howard:

They’re humans dude, they bleed. What would you say to someone who said I just want that little tooth fairy and the unicorn stuff, I just want fluffy demonstrate.

Speaker 5:

Probably find a new profession. If you want to be successful, you got to do everything. You’re not going to make a good living, bonding and bleaching teeth.

Howard:

That’s another thing I have a big biff with dentistry. I don’t want to be all judgmental about it, you hear about these marketing people talking about marketing to target certain patients to get bleaching their teeth, can you imagine going to the emergency room with a broken leg in the outcome, “We don’t do legs.” We just do arms you need to be referred to a leg guy. I’m today’s down and I figured when I come down on 8504 or 30 years ago, I like the fireman. The fireman doesn’t say, “We don’t do three bedroom, two bathroom houses.” There might be trailers or dogs, we are going to do [crosstalk 01:15:14].

Justin:

That’s a great point.

Howard:

I’m your dentist, that’s why I work my ass off in 87, 88, 89 years in the water, that was a part of my deal of bringing down the MAT, that’s why we went into all the third grade classes every year. There is two high schools, four middle schools, and elementary schools, teaching the behavioral caring. I’m a fireman, we show up to any fire. When you come through the door, I’m not going to say we don’t do that. I’m your dentist. You’re going to pull a tooth and if you’re in the rural. I know there is the rural farm, you tell them you’ll drive two hours to the city. Grandpa says, “Hell no.”

Justin:

I’ll do it myself.

Howard:

Yeah. We’re at hour, 15, we’re done. I want you to all go on the table and be your final deal as if you were. We just had 6000 colleagues join our Southern profession from 56 dental schools this very week. If you were talking to the graduation class what would you commencement speech, go ahead. What would your advice be?

Speaker 3:

Yeah, speak out continued education. I have a mentor who sent me to continue with the education and teamed up for it. That $5000 course seems expensive but like you are saying your return in investment. It comes back 10 times over every year.

Justin:

Every month almost.

Speaker 3:

Yeah, keep learning, go for it.

Howard:

Justin how about your commencement speech to go.

Justin:

Get on descent stuff, pick it up. Get at work, pull out some teeth, do some fillings. I like your example, be the emergency room because if you come out of school and you think you’re going to build your practice catering to the top 5% of the people.

Howard:

I know.

Justin:

It’s not going to work. Probably get out and serve the people. Because the loaded people that you’re trying to avoid are the ones who are going to pay your bills.

Howard:

They’re humans they need a doctor and you can’t make money outside [inaudible 01:17:31] Franco in the poor part of town of McDonald’s, you’re not a visit.

Justin:

Just go to work. Go to work and get some experience.

Speaker 4:

Get some experience, first know what you don’t know. Don’t get in front of your skills and do something and get banned and then no I’ll never do it again. Know what you don’t know and then figure out a way to learn it mental, body, online, CE course, there is plenty of stuff out there to learn that you don’t know.

Speaker 5:

I agree with him, but also just step out, you have to. You get out of school, and it’s normal to be scared because you haven’t done it before now you’re in the real world. You’ve got to step out of your comfort zone and just do it, that’s all we did, that’s all I did just do it.

Speaker 4:

Yeah.

Mike:

Leaders are readers, read get your head in some books and treat everybody like your family. You treat your family different, there is a different responsibility there and that’s a person that’s counting on you. You got the title doctor, you should own that title being a doctor means you’re going to take care of them in whatever fashion that you can. I love your analogy, the hospital says, “We don’t do legs.” This is what we do, like a doctor. A doctor is too many guys that shuffle it this way, they shuffle it that way and then on it. That’s what we do.

Howard:

Yeah, and what I would say, you’re all scared because you got 350, 400, 500,000 out of other students on internship. If I graduated out of that 500,000 students that day, I would say screw them, I’d prefer to move to Lagos Nigeria, I mean there is other girls from Lagos.

Justin:

You will find a beautiful Nigerian princess or something and …

Howard:

Wait, how much did you say screw it, I’m going to Nigeria?

Justin:

I still work four, 500,000 yeah.

Howard:

If you’re having less than 500,000 a day, it’s a high time to move to Lagos and you never look back, you never say [crosstalk 01:19:31]. I want to tell you guys seriously, my key to watching. I watch kids come out for 30 years and it’s the ones. The number one they hustle there, work ethic. Some people just work twice as hard as other people and I don't know they’re born with that, I don’t know where that comes from but you hustle. The other one is humble, the ones that come out and listen to mentors, they listen to their staff. They listen to the patients, they say you have two ears and one mouth for a reason, you should listen twice as much but the humble ones.

Then there is another thing. I don’t know if you’re born with it, but some people are just intellectually curious and those are the ones that took the $100 CEA in the whole journey and other people they would say, “In dental school we did this.” They were just never curious. I think that’s why I’m a big fun of yours in your podcast that’s why I want it to progress because they’re in small towns and I have a study club one night a month and it’s usually some local guy or some guy from the state farm or whatever.

Now with podcasting you're getting … Your podcast is amazing you're getting these amazing guest they're all commuting to work. That 100 hours a year in my generation should they give you, they give you 250 hours a year just listening to a podcast. On Dental town, I always started this, I did my first post in ’98 now there is a quarterly has posted 5 million times. I get an online CE course in 2004. Now we have 411 courses out there, and we’re trying to get one of yours up there.

Justin:

Really, keep working.

Howard:

I think that would be a great deal and then we get it for thought. I did the first podcast in Dental town just to start the [inaudible 01:21:11] and now we have 39 people podcasting and usually they find the Podcast first year and then they watch a lot they go to iTunes and subscribe to the whatever. There is kids probably, they love the parties. They say and when I turn on my podcast because mine was a … I tried to do mine like a book store. I interviewed everyone who was in their test book and I did $2500 and 25 working hours, and 25, what the love I am getting is, getting my ass kicked by end though.

I have never heard of anyone that wouldn’t listen to all the podcasts. Sure they’re hundred, but they will sit there and say I watched like 20 or 50, the cutest email I ever got was this young girl in Dallas school and she said she just was getting beat up by [inaudible 01:22:07] and she listened to the podcast with that device and try to consult. She goes, I almost cried I listened to the whole frame I don’t know even what he said, she goes, “I had to listen to that 10 times taking notes whatever, then when I finally realized everything [inaudible 01:22:25] three times better.

Stay curious, stay humble, hustle, stay curious. Imagine when we were in school if you have listened an [inaudible 01:22:37] for free on your iPhone. I got out of school I'm told that in radiology the invention of my generation was a guy who figured out on the panel to put an L on one side, and an L on the other side. Like shit, really cool. I still believe the greatest technology I ever looked through was the automated garage door opener, because every time you pulled on that draw mom said, “Get out,” and you would be lifted that thing up and can break your back.

They should be able to learn. As a dentist I’ve learnt that, they said they learnt bone grafting on YouTube and beside from over work I go to YouTube, I google bone grafting. Stay humble, stay traced and talk about hustle. Friday course finally over, and we get here at 7:30 and you guys talk to an hour and 20 minutes that’s freaking hustling dude. Thank you guys so much for coming over.

Speaker 4:

Thanks for having us.

Justin:

Thanks man.

Speaker 3:

Thank you.