Increase Profits & Patient Case Acceptance w/ Patient Financing ** MYTHS BUSTED**

Welcome to Dental Unscripted, where Mike D'Inzio and Paula Quinn break down the practice ownership journey, one episode at a time. Starting up, buying, and running a successful dental practice.

all right all right guys welcome back to another episode dental unscripted you guys know who I am michael dincio one of the crazy people that run this show and uh we've got some really fun uh folks on here if you guys have not been uh paying attention I've got a new co-host and her name's paul quinn hi paula what's up hey So Paula helps me run. And what's that? So I'm just knocking things over. Oh, boy. She's out of control again, folks. I don't know. But no, Paula Quinn is on.

And now we are tandem this program and tandem here and having fun doing it. And then we also have Michael Clark, which who is one of our newest coaches on the team. Michael Clark, an executive coach based out of Seattle, Washington. Hey, Michael, what's going on, brother? How you doing, Michael? I'm doing well. Hi, Paula. Hi. We had Michael join us today because of his unique background.

But today is kind of all things kind of patient finance, patient acceptance, trying to get the most out of every opportunity that comes to the practice. And the last time I had an episode on this topic was in twenty twenty. I looked it up and it was with Care Credit. Michael Clark's former employee, hence why he's on the show today. Employer, sorry. And yeah, it was a good conversation. I thought we should bring it back up. But before we do, a little housekeeping.

So if you guys are paying attention, Dental Unscripted is a new brand and new program for us. We're trying to get everybody consolidated to this. If you follow us on Startup Unscripted and you're listening to Startup Unscripted, guys, this channel is going to be a no more soon. So please get over to Dental Unscripted and subscribe to that one because we're still going to have startup topics for you on Dental Unscripted. Same with Acquisition Unscripted.

Same thing if you're listening on that channel. Get over to Dental Unscripted. It's just simply Dental Unscripted. It's navy blue, turquoise with a big tooth. So... That's that. And then as you guys can see behind me, if you're hanging out on YouTube and participating online through all of our socials, you will see behind me, I've got all this gear behind me. And today we are proudly sponsoring or being sponsored by Candid Pro.

And so before we get started, I just wanted to give you a quick shout out. On that announcement, if you guys aren't aware, Candid Pro is a clear liner system built for general dentists. That's what I said, general. General dentists. And it's kind of a cool program. We actually had an episode like two or three episodes back. So you should definitely check that one out. But they've designed this program specifically for general dentists. And you'll understand why once you watch that episode.

But their whole thing is about driving predictable outcomes with more work efficiency. So more efficient process around that. And ultimately that's supposed to drive more profit. So, and it does, I think it does. And so if you check out the link below in the description and all that good stuff,

you'll see a link and they're giving you guys a really incredible deal just by listening to the program. So click on that link, get a demo, figure it out. I think you'll like it. And yeah, we'll go from there. So let's jump right into it. Paula and Michael, all things patient finance and getting patients to say yes to treatment. This is a simple question. Michael, I'm going to tee it up to you, my friend. Why even have patient financing? Why is that a thing? Why should it be a thing?

Why do I always see it on the counter, but yet nobody uses it? It has a bunch of dust all over it. But why? Why use patient financing? What's your take? You're not wrong, Michael. Years ago, when I had my own consulting business in Phoenix, one of the things that I ran into all the time was the fact that almost every office had a massive unscheduled treatment list, just massive.

So if they were producing a million and collecting a million, they had, you know, one point two to one point five million in outstanding treatment. So so what's happening is by not giving the patient options that work for them, patients are just opting to say no or I'll schedule later, right? And unfortunately too, what a lot of doctors don't consider is that the treatments they're saying no to are typically the more expensive treatments. So- What's bigger treatment plans?

What do you think a big quote-unquote, to the average patient, right? What's big? What's big? Well, big is subjective, right? To one patient, big might be having to do a crown instead of a three-surface filling, right? It could be a dental implant. It might be like a clear aligner case.

Doctors are start to do all on all in four cases you know those can be what twenty five thirty grand an arch so so big is relative right right I mean when you ran your practice paula did you offer patient financing I think you did I did and did you offer it to everyone or just to the quote unquote big what did you I guess every demographic's different your demographic in the city big was probably a thousand bucks yeah absolutely I was probably a little guilty,

as Michael Clark's going to uncover today, of picking and choosing. You know, it's hard. You know, some companies are different than others when the ones that require you to have a promotion and you're hit with a bigger financing issue. And we can bust through those myths today with Michael Clark, but there's other options out there where you don't have to do that and you can pass that more on to the patient. And that's probably a little bit more comfortable for an owner to know that.

they might only be paying three percent interest instead of fifteen percent interest um yeah so we should probably talk about that a little bit more so yes I offered financing um

was I guilty of picking and choosing absolutely um yeah Well, I think that's a perfect segue to kind of like statistics around, if I spelled that right, statistics around payment methods. I hope I didn't. You did. Every time I do that, like someone chats, like you just butchered that. I'm like, well, okay. Just abbreviate stats. Stats. Okay. Let's do some stats. I love stats, and I'm a numbers guy, and I think numbers speak.

I will transition this to Michael, but I will say the last time that Paul and I coached a client, I'll never forget, it was a one point six, seven million dollar practice. And we did a care credit analysis on how many times they did Forget CareCredit, they're not sponsoring us today. Candid is sponsoring us today, but it was CareCredit and they did like this analysis and they used it like one time in twelve months.

And I was like a one point six million dollar practice offered it one stinking time. Before you get into statistics, the thing that I hear because I do case acceptance, patient enrollment all the time. What I always hear is the team thinks they know what's holding the patient back. Yeah. They don't know. they'll, they'll make up something. No, they don't, they don't want that. They don't need that. They just need time to think, or, you know, it's, it's, you just don't know.

So what I learned, you know, through Michael Clark before he coached with us is you should just always lead with it. You know, you pretty much should always lead with your options, but he's more, a little bit more of an expert on that. So I'll let him talk about that. Um, And if you want to go straight into stats, we can right now, but I think it's important for teams to know that. No one's following up on that one point five million unscheduled treatment. And the ones that are, right.

I'm sorry to interrupt, but the ones that are, I used to ask because they would have a team member have to sit on the phone. and start calling all these people, right? And that's fun, right? So I would ask them like, okay, out of a hundred calls, how many people actually schedule? Or even answer these days. Or even answer, right. And the most common response I got was out of a hundred phone calls that they had to make that they didn't really want to make, maybe three people would schedule.

Maybe three. They need Paula. They do need Paula, but that's terrible. Exactly. Well, and so and so so so statistically speaking, we can easily say that that this service is underutilized. And to Paula's point, it's probably very subjective. There's probably some limiting beliefs behind the front office people with Paula. with their financial situation, right? And so they're not doing that. But from a statistic, you were sharing before the program, please share.

When a patient comes in, how do they pay? You were just sharing that. Please share with the audience. Yeah, the revenue stream for a practice. Historically, about fifty percent of the revenue coming in is coming from insurance. It makes sense, right? Crown's twelve hundred. They cover half. Patient's got to pay the other half. Yes. Thirty, thirty five percent typically is coming from your traditional payment method. So Visa, MasterCard, Discover, cash, check, whatever. But every.

Which is why merchant services is so important. And we can have that. Got a good plug there. But every office. And what's interesting is it doesn't matter if you're in Beverly Hills or if you're in Ajo, Arizona or wherever you are. it's fifteen to twenty percent of your patients are just not prepared for the cost of dentistry. They're just not there. Fifteen to twenty percent. Fifteen to twenty percent. So if you have two thousand patients. Right. That adds up.

Yeah. So so a hundred patients walk through our practice today. Twenty of them had no idea how they were going to pay for whatever you just dropped on them. Right. Two out of ten people come into your practice today are not prepared to pay. period. Okay. And, and that's why, again, you go back to what I said earlier about, you know, if they're doing like your practice example, doing one point six, they're unscheduled. It's probably two point four. Mm hmm. Guessing. Mm hmm. I don't know.

Yeah. Because high case acceptance is forty, you know, forty one, forty low forties. Medium is in the mid thirties and, you know, so if they're getting even thirty five percent case acceptance. Mm hmm. I you just reminded me of something years ago, I had heard a statistic that the case acceptance rate for crowns in this country was was around forty two. But this was years ago. I think it was an ADA statistic.

I was working with a large TSO client a couple of years ago and speaking with their CFO. And we got to talking about this. And I said, I said, just out of curiosity, you know, what is, cause he's a numbers guy. I'm like, what is the case acceptance rate for your group? And he said, it's abysmal. He says it's Hmm. That's bad.

And just so, and just so everybody's just so everybody is on, on point for all of the doctors that are driving to work right now and saying, and thinking, and thinking, and thinking, and thinking, and thinking, and thinking, and thinking, not high. We're talking about dollars accepted, not people. So if ten people walk in your practice, you might get eight of them to say, yes, that's not eighty percent case acceptance.

If those ten people each had a thousand dollar case, then what we're talking about is dollars accepted. So the eight people may have said yes, but only four thousand of the ten thousand was accepted. So, again, dollars accepted is the actual case acceptance that we us consultants talk about. So anybody, any anybody can get one hundred dollars out of someone, but it's a little harder to get a thousand, two thousand, ten thousand out of somebody.

So. Yeah, I think the stat is like if it's the size of a car payment or smaller, they're more likely to say yes today, right? Yeah. And you're not wrong. Yes, patients are scheduling, but I'm a patient that

needs two crowns and two fillings, and I'm scheduling the fillings because my insurance will pay for it. I'm not scheduling the crowns yet. Yeah. Well, let's let's get to kind of like what option? I think there's a lot of options like. Why? I don't know. How about this one? Why? Why don't practices take advantage of this? I guess we kind of covered that already. I guess it's the belief. We covered on that. The belief? Why else? Paula, you own a practice. Paula, speak to it. Why do you think?

Is it all down to the belief? I'm assuming that they know better or just talking about money is icky or what? I think it's just habit too. It's forgetting about it. It's not being fully educated in it. You don't want to feel stupid. They think it's time consuming. So it's more on their plate to have to help a patient fill out an application or I don't know. Mike, you went around. What were the objectives or what did you see? I mean, it. Yeah, it was to Mike's earlier point, too.

It was very common for them to say, well, I present it all the time. Yes, I present it all the time. Really? Do you? How do you present it? When is it presented? You know, do you wait until the patient is squirming in the chair because they've got a five thousand dollar treatment plan in front of them and the insurance is only going to pay fifteen hundred of it? You know, when do you bring it up? So I think really there's a lot of reasons why they don't take advantage.

Number one, the staff is not comfortable with talking about money, essentially. Two, doctors or owners don't necessarily like financing because Paula made the point earlier. They in their mind, they're thinking that they're paying fifteen percent interest in my offer. OK, and it's what what they're missing out on is it's not interest. It's just a merchant fee. It's no different than your visa or MasterCard.

OK, most of these lenders are going to deposit the entire treatment amount minus the merchant fee. And that's it. OK, so they think that that and if the merchant fees, fifteen percent, Mathematically, they're thinking, well, wait a minute, my profit margin for my practice, my overhead is seventy five. So I'm only making twenty five. And if I do financing now, they're going to take fifteen of that. And that's not really how it works. Not really how it works at all.

Another reason to especially like when you have like a legacy office manager that's been with the doc forever. I like how he said that legacy office manager. Legacy office manager. AKA Greta. Greta. No offense to any Gretas out there. Yeah. My, my grandma was a Greta. So no, no Ethel. I was going to say Ethel. Wait, her name's Greta or Ethel. You don't know. It's Ethel. I, Oh, I didn't mess that up. I always talk to my clients about the Ethel Greta. You did mess it up when you said Lisa's name.

OK, I just hope you don't get hate mail from all the Ethels and Greta. I know they're not listening to the program. If you're a dentist, I'm sorry. Back to back to the legacy office manager. You know, they they've known the doctor for so long and they've been in the practice for so long that they don't offer it because they think they're saving the doctor money. Yes. Not offering it. And what do they usually offer instead, Michael Clark? Do you know? Oh, I know where she's going with this.

A lot of times they will offer an in-house payment option. There you go. Because number one, they don't have to worry about a rejection. You know, the patient is not getting approved. Number two, they can at least get the patient on schedule. Right. And the patient only maybe has to pay a couple hundred down. And they think that we'll just collect it over the next two or three months.

What they don't understand is that statistically, if that outstanding balance goes on any longer than a hundred and twenty days, the probability of actually collecting it drops to near zero. Well, I like that you said that. Oh, sorry. Go ahead, Michael. No, I was just saying, of course, dentists and business owners think that there'll be better banks than the bankers and other people. I mean, offering payment plans is in every consultant's vocabulary coaching tool bag. We all say, do not do it.

Why? Because of what you just said, it doesn't get collected. And then there's the management of staying on top of it and tracking it and getting Greta to follow up with those payments. And it's just, it's a bad idea. It's just a bad idea. Is that where you were going with that, Paula? I interrupted you. Yeah, no, no, no. That was it. It's the managerial fee of the front office now tracking this payment down. It's the risk of not getting the payment.

And I say to my team members, how about we forfeit your your payroll for one hundred and twenty days till I get that money collected for, you know, to pay you with that. If you're going to make those kind of decisions all the time, doctors are doing in-house payment plans and it makes that. This is way off the subject, but on the subject, I say this every day, we're the only industry that allows somebody to take a product home and not pay in full or finance. Why not finance?

They finance their cell phone. They finance a mattress. They finance everything. I showed you that thing the other day, Michael, that I did with the hygienist.

One point two to two or one point five to two billion dollars every day on hygiene. plastic surgery, just like a nose job alone. It's like a thirty billion dollar industry and people have no problems financing it. But heaven forbid the gateway to their body, they just like go to hell in a handbasket. Well, I mean, I mean, the statistics are that the average.

adult has less than two thousand dollars in their savings account right now like that that that statistic has gotten worse and worse and worse over the years and and so payments matter so so not all three of the the panelists today aren't disagreeing that payments matter. That's what gets people to say, yes, that's the way that millennials and millennials and so on and so forth. That's the way they think. Even the older folks, my mom, she's on a fixed income.

She's got her money coming every month. She wants a payment plan. Payment plans matter. It's what gets people to the to the finish line. But doing it in-house, not the way to go. So, Michael Clark, why do they matter? Two points there, two points. And I'm going to give a shout out to the wonderful, one of the dental speakers that I used to follow.

She wrote a, she actually started off as an office manager with her husband and then started looking at the business of dentistry, discovered some really interesting stuff, eventually wrote a book and then she became a consultant and now she is a traveling famous speaker. And I'm speaking, of course, about the lovely Kathy Jamison. And Kathy Jamison studied what the cost of managing in-house is.

And her conclusion after reviewing multiple, multiple practices was that it's forty two cents on the dollar as well to manage.

the postage the staff time is forty two cents on the dollar so your point about why do payments matter uh I'm going to tell you a brief story real quick so one of my former colleagues story time story time um one of my former colleagues uh was looking to do invisalign uh because she was an ortho relapse case she had some shifting she wanted to you know, make her teeth pretty again. And so she, and she knew that she was probably going to be an express case.

So it wasn't going to cost her maybe as much, right? This was before Candid, of course. Of course. Let's say a clear liner company of the other. Candid would have been more affordable. Yeah. Candid would have been way more affordable and she wouldn't have even needed payment plans, but go ahead. Sorry, Michael. Absolutely. So she reached out to her dentist first, obviously, and, and asked him, she said, Hey, you know, What do you charge for an express case?

And they told her it'll be about thirty six hundred. And so she said, OK, you know, I'll think about it. And she went home and thought about it and then thought, well, maybe I'll get a second opinion. So she called another office that wasn't too far away and said, hey, I've already been checked. I know I'm an express case. You know, what does that run if I do it through you? And they told her, oh, we've got some great payment options.

In fact, we can start to start treatment on you with no money down and payments as low as, you know, whatever, about fifty bucks. Right. Done. Who did she book with? Of course, she booked the payment option. And what's really interesting is she didn't know until well after the fact that. By the time she paid it off, she actually paid more for the second option. So the office technically collected more revenue as well. So the moral of the story is ABCs, always be selling. No, I'm joking.

No, kind of not. It's all in presentation and verbal skills. I love that. That's a great story. And it absolutely matters. We also do membership plans, help people with membership plans. And we had our other partner, Dental Menu, um, on the program,

check that episode out. Same thing. Um, patients want payment plans and they need them and they're, they're budgeting and it matters. So, okay, cool. Anything else on that topic? Go ahead. Yeah. I mean, I think the other question I would have is you're saying why financing, right? Um, I think Michael Clark, if you can hit on level of care, you know, that would be, and we're talking to the dentist here. Right. A hundred percent. So, oh, we care about that. No, I'm joking. I'm joking. Go ahead.

Yeah. We don't get hate mail on that too. Um, yeah, no level of care as well. Um, you know, offering a way to pay over time can mean the difference between somebody doing like a PFM in the interior, you know, versus doing a fully, you know, zirconia, something really beautiful. Uh, it can make the difference between a denture patient getting like the absolute baseline plastic looking dentures versus getting something that makes them feel good about themselves because it looks real. Right.

Yeah. And it's, it's the difference between, like you said, doing the couple of fillings versus doing the entire treatment plan, you know, going ahead and do everything that's planned out for that year, as opposed to phasing it out over a a five-year plan. Yeah. Say actually we've been tracking same day, same day treatment percentage, I believe has been going down the last two years on average. Um, which is, which is an interesting fact.

And maybe, maybe Paula can fact fact check me with dental Intel. I don't know. Um, but I believe the last time I looked at it, same day treatment acceptance percentage has, has gone down. And maybe this, uh, idea of patient financing is a way to, to, to help you do that more often. Well, and I'll tell you this much, uh, both of my children needed ortho, uh, two stages of ortho when they were very young.

And of course, you know, the orthodontist offered the in-house payment option thing too, but because of the time was shorter, Uh, I would have, I was almost forced to have to decide which child I loved more, you know, because it was too full. Yeah, that was the first round. Right. But there was a, I, there was a financing option that, uh, I could spread it out over a longer period. And it essentially allowed me to do both children simultaneously for about the same monthly payment.

I would have paid for one job for the inhabitants. Well, I guess like last little bit on this, unless we really have a burning desire to touch on other things. But I'm curious what the group thinks. I've never sold the stuff. I've never really looked into it. There's a lot of options. We keep saying care credit just because they're the lion's share. But there are some others that are really doing well out there.

Um, and we've partnered with a few of them over the years, but like, what are, what are some of the things that differentiate these companies and, um, who's, who, who are they? I mean, I guess we don't even have to get into that and there's no way we know everything about all of them, but, um, any ideas there from the team on other options, um, other things other than care credit or, or what, what's the downside of care credit? Let's have a discussion about that.

Well, there are a lot more options these days. Care credit has been around the longest. They're still hugely popular because the utility of being able to use the card over and over and over again through the years. The challenges might be because it's a revolving line of credit, the underwriting standards are going to be a little bit tighter than if it was an installment loan, for example.

And so what you're seeing right now is a big big surge in FinTech and MarTech companies basically breaking into dentistry, breaking into healthcare and trying to provide lending solutions for the patients that are more palatable. So for example, like a true no interest product where there is no interest for the first six months, twelve months or two years.

And then if the patient doesn't pay it off instead of being hit with the retroactive interest of, say, a deferred interest plan, the patient would only pay interest on the remaining balance to the end of the law. Okay. So that's more popular for some people. But yeah, it's just there's a lot out there. There's a lot popping up all the time. Just comes down to, you know, what are the fees? What's the approval rate? And what's the conversion rate?

Are the products that are being offered palatable enough to patients that they want to say yes today. Right? Dr. Justin Marchegiani Well, Paula has always talked about in offices, teeing you up here, Paula, a little bit, so get ready, on delivering treatment one hundred percent with that option. On the treatment plan, there's no subjectiveness, there's no limiting belief. Have you seen that before?

Or is that what you suggest, Paula, when you're delivering treatment plan is like you've got all these options and one of those right there on one hundred percent of the. Treatments is right there. Have you seen that? Not sure what I understand what you're asking. Well, just delivering it to the patient and just having that as an option one hundred percent of the time on. I think I think that every time you deliver a treatment plan, you've got to have multiple options. And I think it's.

You know, cash, you know, maybe a cash discount, credit card or third party financing. I think you let the patient decide. I think that if you provide it all, you know, I always say patients are fifty percent less likely to schedule treatment once they've left the practice. Somebody's got to hunt them down. Somebody's got to get that emotion back in them of just finding out they have a mouthful of decay or periodontal disease.

It's hard to get that back after they've left and had a, you know, bought a new cell phone, needed new tires, whatever it is. So whatever we need to do to enroll that patient that day into scheduling treatment is the best option or else you've just paid your team countless hours to hunt somebody down. You're less likely to even get them to schedule. Probably not. Even if they schedule, it's probably not going to be committed. So we kind of have to get them while the emotions are raw.

And the best way to do that is give them all the options and let them choose. It's, you know, again, you asked and Michael Clark kind of answered, you know, why care credit above anyone else? It's a household name. They work in vet, eye, cosmetics. Most people that are going to not choose another one is because they've already got healthcare credit and they don't want to their credit checked again and like another, you know, form of that credit out there so That's by care credit.

In my opinion, I have nothing against your credit. I think they're amazing that I do not always like to push the promotion period on those smaller payments. So I wanted other options. Um, if they say, can I use this? Absolutely. I'm not going to fight somebody. I'm not going to turn down treatment because I might get penalized with a little bit higher interest, but I'm going to lead with, with, you know, something else, but a third party option.

But I always want to be with care credit because it is honestly, I couldn't even tell you it's it's a house. It's a household name with so many different fields of medical out there that it would be silly not to have them. I do think their onboarding training is great. You know, they require that you take these courses, which is annoying, but at least they set you up for success. And then they come in and check on you. They make sure that you understand you're utilizing the financing.

They try to meet with you and encourage more usage. Of course they do. But it does set the front office team up a little bit more for success. But you are suggesting two multiple, not just care. No, I'm not even like, sorry, care credit. I'm not even saying. What do you mean? They didn't pay. No, I know. I'm not even saying suggest them. I'm saying have it because you have to sign up with them. You have to have a direct deposit. You have to go through the training.

I'm saying have them as an option. You might not lead with it, but you want it there in case someone whips it out and says, can I pay with this? I'm saying lead with multiple options and it's third party financing, whatever you choose. Obviously, care credit. and a cash discount, you know, those would always be, you know, and which works better for you would be, you know, how I would say it. But I'm going to lead with all three. Whatever venue you choose for your financing is up to you.

I just don't think you should be afraid of offering it. No, no. And you're right. One hundred percent. The strength of CareCredit is their network. Really, it's the reuse. that keeps coming back, right? But for new patients, there may be some other options. There's two great up-and-coming lenders that I've been introduced to that I've been talking to recently.

So you got Covered Care and you got Clarity Pay, and they've got some exciting things that are different than what has traditionally been offered in the space. But one thing I did want to also kind of point out or cover with this is that Another side effect of the patient leaving without scheduling, unfortunately, and there, I believe it was a path to purchase study that was done a few years back with dental patients.

Okay. And, and I may be misquoting, so don't send me hate mail if I'm misquoting this, but it was, it was somewhere in the neighborhood of twenty-five to thirty, twenty-five, maybe twenty-seven percent, close to thirty percent of the patients that walked out without scheduling ended up getting the treatment done at a different office. That's interesting. Yeah, that's too bad. It's such a simple thing.

I also, while you guys were talking, I was thinking about like extra large things specifically like clear liners.

um there's other groups and and fintech fintech companies and other competitors that kind of have that niche of bigger stuff five thousand or bigger or you know and there's just different things to to consider so I I just think that like you can't just go care credit like I think you guys brought up a really good Really good points on why one of the options should be care credit, but I don't think care credit is pulled on every opportunity.

I think if it's clear aligners, it might be someone else. If you already know that someone's going to have a less of credit score, maybe you bring out another option, but it's having that options for patients to say yes and deliver care. care. That's what I heard. Any last minute kind of things on this topic and hopefully the three of us move the needle to our audience because I just don't think we're doing this. We're not as an industry. We're just not doing this and we should be. We should be.

I would say all of our startups that I work with, I tell them to pick two. Pick two and have them available and like you said, maybe once based on lower interest ones based on easier, more widespread access due to credit scores. I think you've got to do some interviewing There's so many out there.

I can't be super knowledgeable on all of them anymore, but I think you've got to interview and sort of pick two different options that will cover a wider range of patients that you feel comfortable with. Cause I'd rather you, if you're not going to use care credit, don't go with them. Although I think it's a miss because like I said, it's a household name having it there, but I think you've got to be comfortable because you want your team to to lead with that as well.

You know, it's gotta be something that you can, you know, be comfortable offering because you're, you're having a big miss, like Michael Clark said earlier that, you know, if you're a one point two, one point five, whatever, you probably have two, two and over millions of dollars of unscheduled treatment. And unfortunately, you know, you can't tell me those, you know, if we did it right the first time that we couldn't get a larger volume of that coming out. And to that, go ahead, Mike.

I was just going to say, and don't get something just to get it like, Oh, I got to do it because everybody do your research, understand the service, educate your team and be a loan broker to your patients. Understand why you would offer this one versus this one. And if you know, Your front office needs to know and maybe even create us an incentive around it. But whatever. I mean, but but the tools that you have, like own it. But don't just get it just to get it.

You got to you got to be a solution maker, not a box checker. Go ahead, Michael. Last last comment. Oh, no, your comment was so brilliant that I completely. None. I just blew your mind. You blew my mind. I mean, yes, go. Go ahead. Go ahead. No, that's it. No, no. Oh, no, you go. Oh, no. Oh, you go. You go. No, you go. No, you go. It's gone. That concludes the program. Wait, you just thought of it. You forgot. No, it bubbled up for a second, but then it went away again.

That's what happens when you reach this chronologic section of life. Yeah. Yeah. Well, you should have financed that brilliant idea. Dang it. All right. You too. It's a pleasure. And I hope our audience got out of it. Just another reminder, check out Candid. We love them. We think they're great. Check out the description below. Again, they have a great starter package.

If you want any help on practice management, case acceptance, just helping set up your practice from scratch, like Paula said, even buying a practice, don't just inherit what they all did. Look at all the contracts you have and utilize, you know, figure out what you're trying to do and see what works best for you. So without further ado, Paula, thanks as always. Michael, great, great guest today and great knowledge. Thank you for everything. All right. Happy to be here. Have a good evening.

Yes, you too, guys. Bye bye. Bye bye. Let us know how you like the show. Rate us on Apple and Spotify. Subscribe and follow for more.