On-Site Workshop with a Six Figure Growth Plan - Click Here to Learn More
Learn Advanced and Cutting Edge Skill Sets Used by the Finest People Businesses in the World, such as the Ritz Carlton and other famous Companies:
- Leadership
- Sales Fundamentals
- Hospitality
- Consumer Psychology
- Verbiage
- Presentation
Learn How to Apply the Skill Sets Above to each of the following:
- Existing Patient Experience
- New Patient Experience
- New Patient Phone Call
- Existing Patient Phone Call
- Digital Workflow
- Treatment Coordinator Exam
- Doctor Exam
- Financial Presentation
- Pending Treatment FollowUp
- Handling and Overcoming Objections
- Trust & Communication Transfers
- Digital Marketing
- Patient Compliance
- Clinical Assistant Chair Side Conversations
- Clinical Assistant Conversation with Parents
- Remote Monitoring (If, applicable)
- Clear Aligner Starts and Profitability (If, applicable)
What to Expect from Implementing the Above Skill Sets:
- Improve Leadership and Culture
- Improve Mindset and Motivation
- Improve Employee Experience
- Improve Patient Experience
- Improve Patient Compliance
- Increase Treatment Conversion
- Increase Production
- Increase Cash Flow
- Increase Patient Referrals
- Increase New Patients
- Improve Efficiency
- Improve Time Management
- Improved Digital Marketing Presence
- Improved Brand Awareness
- Reduce New Patient No Shows
- Reduce Existing Patient No Shows
- Reduce Headaches, Stress and Chaos
- Reduce Advertising Costs
- Reduce Patient Non Compliance
- Reduce Unnecessary Appointments Caused by Non Compliance
Job Descriptions that will Benefit from this On-Site Workshop:
- Clinical Assistants
- Concierges
- Doctors
- Front Desk
- Receptionists
- Treatment Coordinators
Are you inadvertently setting your internal practice leaders up for failure? What a great conversation with New Patient Group CEO, Brian Wright. What should you do to empower your leaders and put them on a path toward growth and benefits to your practice?
Transforming culture, training and digital marketing practices by implementing life changing experiences for you, your team and your patients. We believe experience is the key to increasing new patients, sales, conversion, compliance, cash flow, referrals and more. We believe experience is the key to reducing stress, chaos, advertising costs, employee turnover and more. Whatever it is you want, whatever it is you desire, we believe experience will help you achieve it.
We are the patient experience company and we revolutionize practices by transforming their culture, their employees and their digital marketing. By combining these three services together it creates a powerful force that works in harmony to achieve what you want by delivering employees and patients more than they would have ever expected.
Choose any service individually or become a private client and achieve your best year ever or your money back .. Guaranteed. Private clients combine all three services (Leadership & Culture, Team Training, Digital Marketing) together to take over their community and leave their "competition" in the dust!
Trusted by the Best Doctors: Jep Paschal, John Graham, Regina Blevins, Alyssa Carter, Jamie Reynolds, Stu Frost, David Boschken, Donna Galante, Boyd Whitlock, Bob Skopek, Byrn Cooper, Sean Carlson and Many More!
Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:01):
Welcome aboard the new patient group flight deck.
Less chaos Check.
Less stress.
Check Less advertising costsCheck More personal and
financial freedom.
Ah, check, All right.
Business checklist completed.
Let the takeoff roll begin.
Speaker 2 (00:23):
Welcome to season seven of the new patient group
audio experience, a podcastdedicated to forward thinking
doctors wanting to learninnovative ways to run their
business today so your practicecan achieve new heights tomorrow
.
And now your host.
He's the founder and CEO of newpatient Group, managing partner
(00:45):
of RightChat and a trustedmotivational speaker for
Invisalign OrthoPhi and others,brian Wright.
Speaker 3 (00:55):
Hey, new Patient Group and RightChat Nation.
Welcome inside the broadcastbooth, brian Wright here, and
welcome in to another edition ofthe New Patient Group podcast.
Youtube followers out theregive us a nice thumbs up.
Hey there, and thank you foryour support.
If you're listening on all theaudio experience channels out
there, please give us afive-star review, rate this
podcast and get it out.
Share it with your friends andfamily.
We would always appreciate thatso we could just continue
(01:17):
building this awesome cultfollowing that we have.
And man, oh man, 2024 is goingfast and got a good one for you.
Today we have started a brandnew podcast.
It's the Right by Cooperpodcast and that's Dr Bryn
Cooper is my co-host in that andbasically look at that as the
new patient group podcast with aco-host.
All right, we talk about a lotof really good things and have a
(01:38):
lot of fun in that in the booth.
She just flew into ColoradoSprings and we shot a bunch of
episodes, so that podcast is nowlive, so make sure to check
that out.
And when she was here, you knowwe talked about this and I
bring this up because she's theexample I'm going to use today
when talking about why industrytrends, why the data that you
invest so much money in, whyit's lying to you, why, frankly,
(02:01):
in many ways it's crap and howit's leading to what I believe
is one of the most.
It's the biggest human flaw,one of the most destructive
traits we can have, and how itcan change our mind, and not for
the better, and really lead usdown a path to self-destruction.
That really hurts ourbusinesses, it hurts the
employees and the culture inyour office and it really ends
(02:21):
up hurting the life that youwant to lead as an entrepreneur.
This is going to lead me in.
It's not going to be a part twoand part three like ongoing,
but there's going to be drips towhat I'm going to be talking
about today, because I thinkthere's a bigger picture to this
.
There's a bigger picture.
That's a disconnect between howcorporations look at numbers
and trends in an industry, howthey view the year over year
(02:42):
growth versus the people they'retrying to help.
Reps out there have a big repfollowing.
This is a great lesson for you,whenever you, if you really
truly want to be a help to asmall business, to an
entrepreneur, today will be agood lesson to you, for you.
And when she was here.
So when, when I was closing outso it was in February of 2024
(03:03):
was was when I did.
I was the speaker at OrthoFi'snational event and I closed it
out and that's a big honor.
I was their keynote in 2019,had three hours on stage.
It was a blast wonderfulfeedback.
And then closing out an eventis a blast for a different
reason.
And when I was backstage, theywere calling out the highest
converters in the nation.
And you know, based on theorthophy trends and the data
(03:26):
that they have, and two of thetop five names that they called
out were new patient groupcustomers.
So momentarily and when I saymomentarily, I'm talking maybe
five, five or 10 seconds I'mkind of patting myself in the
back back there, going oh that'sneat, well, what you do works,
blah, blah, blah.
And then there's this, you knowthe infinite minded coach that
jumps in in my head and goeswait a minute, brian.
(03:49):
Like that's not impressive atall.
And here's why, like the reasonthat's not impressive.
And I think their conversionswere in the mid nineties, maybe
a touch above, but I mean theconversion on paper was really
good.
But my, my infinite brain andwhat I teach all of you out
there kind of put the brakes onthe excitement right away and
(04:09):
goes wait a minute.
They're the only game in town.
They have no competitionwhatsoever.
They could have spinach intheir teeth, horrific BO.
They could walk in with theirpants as a shirt and their shirt
as pants and they could doeverything wrong.
And they're still going toconvert at the highest level
because there is nobody else inthat area.
They're it and you know theycould charge whatever they want.
(04:32):
They could be cheap, they couldbe expensive.
They're the only game in townand you know there's a part of
me, you know, a lesson off thecuff.
You know a lot of times youknow you all want to open up the
practice in the beautiful areawhere everybody wants to be, and
what comes with that and I'mgoing to talk about this in a
minute what comes with that is alot of choices.
(04:53):
Well, a lot of times and I wasthinking where these highest
converters are is they put theirplace in a location where
really nobody wants to be.
And that's a good business movebecause you don't really have
to do a lot, right?
Matter of fact, I know thesepractices and if you took how
they operated and put it into aBryn Cooper's practice and I'm
(05:13):
going to describe in a minutethey may go out of business.
Like they would convert itmaybe 10 to 20% if they were
lucky.
So I'm listening to this andthen my coach brain kicks in and
like puts on the, puts on thebrakes, and then it puts on the
brakes.
And then I immediately startthinking of of Bryn's practices.
She has two and one of them andit's her first location she's
(05:36):
had for a long time is in theheart of the city of Houston and
when I say it's the epitome ofwhat orthodontics has become.
And when I say it's the epitomeof what orthodontics has become
, I mean we're talking roll aquarter down the street, hit
five GPs doing Invisalign, hiteight to 12 orthodontists you
know that are just boom, boom,boom, boom, boom, right after
another, just right out anddoing you know Invisalign, some
(06:03):
other clear liner, analog ordigital braces.
You know all the above,whatever it may be, and Brent
Cooper's practice in Houstonactively gets three, four, five,
six, seven, eight, nine, 10opinions, people saying I've
been looking for two years,can't find the right place.
I've gone in you know eightplaces.
Whatever it may be, and and Ilook at that as a good, it just
is what it is.
It's what orthodontics and andeither even others you know.
Plastic surgery not as bad, butthere's still plenty of choices
(06:25):
.
Dentistry, just as bad, there'splenty of choices, but I don't
look at it as a bad thing.
I just look at this as anopportunity for all of you to
understand that if you justcommit to a culture of obsessing
over your employees andcustomers, a culture that
uniquely trains your people, andthen digital marketing that has
very great organic content donein a very specific way.
(06:46):
You're going to be fine.
You're going to be fine, soit's nothing to worry about.
It's just kind of the industry.
It is what it is.
So Bryn Cooper's practice inHouston is really, really hard
to convert at the highest leveland she has a commitment, like
the majority of our customers,to being the highest priced.
So, when you look at BrynCooper's conversion, you see 63%
(07:12):
to 75% right in there, and itdoesn't mean that part of the
goal, of course, is continuallyrefine the team skill sets,
continually refine theexperiences on down the list to
constantly look for ways toimprove that conversion.
But when you look at and thisis where my brain's going
backstage at the OrthoPhi eventjust these signals going, I want
(07:36):
to run on stage and say hey,like guys, you're giving out the
awards to the wrong people,right?
The data is a liar.
The industry trend data areliars for a lot of reasons and
this is one of them BrynCooper's practice.
Who's the highest priced dealswith a trillion opinions.
(07:56):
You know price shoppers outthere, even though on paper her
conversion is less than thosetwo that I was talking about.
That are our customers.
They're in the top five in thenation.
Bryn Cooper's conversion isbetter.
It's more impressive Because,again, if you took the other
ones and put them into BrynCooper's practice and they
(08:18):
function the same way, theirconversion would tank, because I
know that they aren't half asgood.
They aren't even you know athird they aren't even one-tenth
as good in a lot of the thingswe teach that Bren Cooper's
practices are in the heart ofthe competition in the city of
Houston.
So if you sit this, if you sitthere and you look at that, this
(08:41):
is how the industry trends lieto you, everybody.
And this is also how, andthere's others.
But this is, I believe, thenumber one thing that gets you
into a very destructive patternas a, as a business owner, as a
leader, and I fall into this too.
Right, I'll beat myself up if Idon't think I'm where I should
be, and part of it's healthywhere I'll compare myself to
(09:01):
myself.
Right, I don't do it as much tocompare myself to other people,
but every once in a while I dofall into that trap.
Maybe a big name entrepreneurout there, and I see what they
teach and I say to myself weteach the same thing and I think
we even do it better.
And for me to think we do itbetter, that's saying a lot,
because I'm one of the mostself-critical people you'll ever
meet, of the most self-criticalpeople you'll ever meet.
(09:25):
Like, if I go out and or if I'mspeaking on stage after the
event, I'd rather go to dinner,sit at a bar by myself than go
out with people because I'mgoing to tear myself apart in
order to get better for all ofyou.
That's healthy for me.
I truly enjoy it and that putsme in a better state of mind
because I want to be, and needto be, great for all of you.
Like, it's not easy doing allthe things that we do, from
(09:45):
being a CEO, a coach, a podcasthost, a content producer like
the list goes on and on.
Father, like the list goes onand on and on.
It's not easy to be at a highlevel at all those all the time,
but I do my best.
When it gets destructive is themoment I start going we're
better than that person.
Why are we not making moresales, right?
(10:08):
Or why are we not doing this?
Why don't we have morefollowers and likes and things
like that?
Why don't we have more respect?
The second I get into that it'sa really destructive pattern
changes my state.
I don't be, I'm not.
It leads to me not as beinggreat for all of you out there.
It puts me in a frustrated moodat the house, so I'm not as
good as husband and it's areally destructive pattern that
a lot of you out there fall into.
(10:28):
Now there's other reasons youfall into it and and partly is
and I have podcasts coming aboutthis and it's.
It's just.
It's how your clinical peersare sabotaging your success, and
they're not doing it on purpose, but they're doing it, make no
mistake about.
It is things that they areteaching and how they were doing
things on stage is absolutelyleading to you, you know,
(10:49):
comparing yourself to others andalso implementing things into
your business.
That will not work and there'sa lot of reasons for that.
Like I said, that podcast is onthe way.
Hey everybody, brian Wright,let's break away from today's
episode and I hope you'reenjoying it Obviously very
passionate about teaching peoplenot to be finite minded, not to
get buried in the numbers,because the numbers are lying to
(11:11):
you, especially as a smallbusiness, as an entrepreneur.
There is a reason why 75% ofbillionaires, the world's
smartest business minds, 75% ofthem never went to college or
they dropped out.
There's a reason for thatbecause they look at everything
very differently than how aprofessor, who's likely never
owned a business in their life,will look at them, and what I'm
(11:33):
talking about today is a very,very big part of that.
I want to talk to you reallyquick about our onsite workshops
.
This is a challenge I'm goingto throw at all of you out there
.
These are newer.
They can't be offered all thetime because it's a scalability
issue.
Because this is my challenge toall of you is bring me to your
practice.
I personally guarantee that Iwill deliver a six-figure growth
(11:56):
plan when you bring me in, andI'm going to put the link to the
workshop page in the podcastdescription below.
There is a lot of really coolthings that come with this.
You and I will meet on twopersonal Zoom sessions.
I'm gonna analyze your business.
We're gonna go throughcountless things together.
I'm gonna fly to your practicemonitor, take notes.
I'm also gonna spend a morningrole-playing with your team
(12:17):
installing so many of the sales,hospitality, consumer
psychology things that we teach,strategies that we teach very
advanced, very forward-thinkingteachings.
I'm going to install that asmuch as we can get done in a
morning.
Then we're going to have areview session when I get back
and there's a lot of other greatthings that come with it.
But I guarantee you I willdeliver you that plan and set
(12:38):
you up for success.
Right now we have twoavailabilities.
As I do this podcast today,there's two availabilities on my
schedule that will allow me todo it.
The first two people that buythe team's going to reach out.
We are going to coordinateschedules when you can do it,
when I can do it.
After those two, we're going tohave to shut it down.
Just FYI out there, becausethis is a scalability issue.
(12:58):
I can't always offer this, butright now, the first two people
that want to make real changehappen in your practice.
Click on that link.
It'll take you to the workshoppage, learn more about it and
you can buy it right from there.
It'll send you to a Sam cardpage.
You can buy it and we'll see itcome through.
Look forward to meeting you andyour team working together for
this onsite workshop to createreal change for your
(13:19):
organization.
Let's get back to the podcast.
So this destructive pattern weall fall into.
The majority of the reason whyis is we are comparing ourselves
to others and this stuff thatyou invest in.
Like you got to remember that.
Like, if it was me, I wouldn'teven want access to those trends
Because, again, it's a liar.
(13:40):
Like the new patient, you knowthe average new patients a month
, you know, or a year, that thattrend is crap, because that
trend is completely dependent.
One practice may charge, youknow, $4,000 a month and they
have to get a bajillion peoplethrough the door.
Well, you're lumping that intothe same category as somebody
that wants to be the mostexpensive.
Convert high as they can.
(14:01):
Right, run a low stress model,no advertising, because they're
turning their patients intotheir fans.
That's our customer, by the way, right, their new patient
numbers are always going to belower.
Now we are helping youintentionally do that, right,
because if you go out and spenda bajillion dollars on
pay-per-click, yeah, it's goingto drive you phone calls, it's
(14:21):
going to drive you new patients.
We don't want you doing that.
We want you to invest thatmoney in a hospitality
experience, sales psychology,creating great digital marketing
content, building a betterculture.
That's what we want you to do,because that's how you run a
sustainable, economy-proof,recession-proof, crazy things
like COVID-proof type ofbusiness.
(14:43):
That'll get you throughanything.
When the industry gets crushed,you're probably still up.
When the industry does great,you're up two times, whatever
the industry is, or more.
It's how you run a greatbusiness from inside out.
It's like compliance data youguys all know like whatever the
compliance data is, and you lookat trends.
(15:05):
It's crap, because if you'relooking at people that do eight.
And this is where you know alot of you out there.
You're comparing apples tozebras or apples to gorillas.
You're not even comparingapples.
It's not even apples to bananas.
It's way worse because you knowyou take an 80% Invisalign
practice and 20% braces and thenyou take a 80% braces practice
(15:29):
and 20% Invisalign.
Of course those practices aregoing to have all kinds of
different compliance numbers.
The 80% braces practice isgoing to have more brackets
popping off right.
The 80% aligner practice isgoing to be dealing probably
with more people that aren'twearing the aligners properly
and that, lumped into the samecategory, creates lying data.
(15:54):
It doesn't create accurate datafor any of you out there, and a
lot of you out there too.
You want different things, likethe new patient.
If you want a low stress, lowchaos, high conversion, high
dollar practice that doesn'thave to see a bajillion people
to make money, of course yournew patients are going to be
(16:15):
lower than the practice has gotto see a bajillion a month to
make money.
You can't compare yourself inany form or fashion and that's
the problem.
And you get into this dealwhere you've got, like I said,
brynn.
For that area, brynn convertsreally, really well, better than
the 95%, but she can't fallinto the trap of man.
(16:39):
You know what?
If the industry average is thisI'm not as good, yeah, you are,
you're better or for a lot ofyou out there and this is where
the data can be liars too, towhere you know the two out of
top five, that I know thesepeople, and it can go to their
head where it's like we converteverybody that walks through the
door like we don't need help inthis area.
We don't need it.
(16:59):
We're great at that.
Well, no, you're not.
You're great because you're theonly opinion in town.
If people were shopping your,your, your t-shirt store, as
well as 10 others that, on thesurface, offered the same thing,
you wouldn't sell many t-shirts.
You would go for that 95.
And this is a lot of you outthere, the ortho five people
that listen to this, the alignpeople that listen to this, the,
(17:19):
the, the, the, the DM peoplethat listen to this, the DM
people that listen to this.
This is where your mind has tobe too.
If practice A has really goodnumbers on paper, that doesn't
mean that you can go teachpractice B.
Hey, practice A is doing thisreally good.
You should too.
No, it's bull, because practiceB, where the data actually may
be less in many ways mayactually be better than practice
(17:40):
A.
There's so many other variablesinvolved.
You got to stop comparingyourself to other people.
It's a destructive pattern.
Everybody, and I don't mindletting all of you know that
this is a pattern that I fallinto sometimes, because I think
(18:02):
that's leading all of you withvulnerability.
I think it's a big speaker flawwhen speakers don't you know
they act like everything's rosy.
I see it, like my practice isperfect.
Everything is rosy.
Everything.
See it Like my practice isperfect.
Everything is rosy, everythingis going great.
Just listen to what I say.
Everything's good.
No, it's all bull.
All businesses are chaotic,right, it's a matter of
minimizing it.
All businesses have issues.
(18:23):
It's a matter of minimizing it.
This is why most businesses goout of business.
You all are in a world whereyou're lucky, where you can have
the same leaky holes arestaurant that goes under has,
but you can still bring home$500,000 a year and convince
yourself everything's great inyour business.
(18:43):
You all have holes everywhere,but you've got to stop looking
at.
Okay, what's the industry trend?
What are we converting?
How much is the industry downthis year?
How much is it up this year?
What's my production?
What's my collections?
How does it relate?
It's all bull Like.
I'll have plenty of this.
You guys know I'm infiniteminded.
That's what I teach.
But your biggest competition isyou Like.
The only thing you should becomparing it to is the data you
(19:06):
had last year.
You know, and are you makingthe same?
Are you bringing home what youwant to take home and working
less this year?
And that's why I have a podcastcoming about, just you know,
redefining growth, looking atgrowth differently.
Why is an entrepreneur?
Growth means something andshould mean something completely
different to you than it'sgoing to mean to a corporation.
(19:26):
I don't know when that's goingto.
I haven't shot that one yet.
I don't know when that's goingto be launched, but you could
relate that back to this podcastwhenever you hear it.
Because growth to a corporation, growth to reps, is, you know
you selling.
You know more Invisalign casesas an example this year than you
did last year.
Right, that's going to help thereps number.
The problem is you as a businessowner.
(19:48):
You may not want to startanymore because you already
bring home what you want tobring home.
Your goal is is hey, look, youknow how can I work less this
year than I've done last year?
Right, how can I bring home 600grand this year when I brought
home 600 grand last year?
But this year work 25 or 30days less?
Right, that's growth.
That's what that podcast isgoing to dive into Now.
(20:10):
On paper, you're stagnant,right To the reps and to the
corporation.
Well, you know, dr Joe, hedidn't grow.
He had the same amount ofstarts this year as he did last
year.
Meanwhile, dr Joe's going thisis the best year of my life.
Like, I keep growing becauseI'm bringing home the same
amount of money and I keepworking less.
That's growth.
No-transcript podcast, becauseI'm telling you, telling you
(20:59):
what the podcast is.
Lesson today two things.
One you got to stop comparingyourself to others.
You need to know what you wantout of your life.
You need to know how to designyour business to make sure
you're taken home enough to getwhat you want out of your life,
whatever that number is.
And I talked to a new patientgroup customer, andy Well, he's
a RightChat customer too theother day.
(21:20):
He's like hey, look, I make600,000 a year.
That's what I want, anythingabove that.
Make me stress less, make itmore efficient, blah, blah, blah
.
I don't care about growth, Icare about, you know, efficiency
.
I care about taking home 600grand.
It's more than enough to getyou know my dream life.
That's what you guys have to becompeting against really with
(21:44):
with yourself is that kind ofstuff, and you've got to stop.
You've got to know what youwant.
So you stop comparing yourselfto whatever you know, somebody
you see who speaks on stage, oryou've got you know.
You open up your dashboard tothe industry trends and you say,
damn, you know, why am I notthere, when you're actually
better like Bryn Cooper than alot of these practices out there
?
Right, if Bryn could givehere's where the industry data
(22:07):
matters.
Right, if you could have like adashboard and you could select
okay one.
I want to select a practice.
You know that's, and I'm makingall this stuff up.
This isn't like brent's numbers, but okay, I want to select a
practice that's 70 aligners, 30,everything else.
I'm going to select a practicethat deals with at least three
to five opinions before theydecide to buy.
(22:30):
Okay, click that button.
All right, I want to.
I want to.
I want to look at practices thatare the highest priced of all
the opinions, right, so maybeyou just select.
You know $6,500 or $7,000, buteven that you got to watch
because just based on where youlive you know, california, new
York those prices are likelygoing to be higher than if it's
(22:51):
in somewhere you know in acertain smaller town, like in
Alabama or Arkansas, as anexample.
So you even have to watch that.
But just say, you know, seven,eight thousand dollars a case.
Boom, if you could hit thoseRight.
And then the practices like youcame up.
Ok, now at least you're lookingat apples to apples, but until
then this data, guys, it's goingto do you more harm than it is
(23:15):
good.
It doesn't teach you anything.
Same with the compliance data,if you could go okay, I want to
see other practices that are,you know, 90% aligners, 10%
digital braces Right or viceversa.
Now you've got something.
But until then, all this datadoes is get in your head, tell
you a false story, and it's notwhat all of you need.
(23:38):
I hope everybody enjoyed today.
Stop comparing yourself toothers, and I hope you
understand why these industrytrends.
They are lying to you as abusiness owner, entrepreneur.
They are lying to you until youcan compare exact practices to
yours and same way with theother one.
By the way, right, if you coulddo those?
You know I'm the cheapest intown.
(23:59):
I charge, you know I'll go downto bottom barrel.
Right, I'm one of the onlygames in town, right?
Whatever it is, you've got tocompare yourself to true your
other selves, otherwise you'regoing to drive yourself crazy.
I hope that worked there.
Everybody Hope that got thismonth off to a great start.
Change your mindset.
Invest inside your doors.
Dominate other people in yourindustry.
(24:22):
Until next time, thanks foryour partnership.
Take great care of yourselves,your team and your customers and
patients.
We'll see everybody soon.
Bye-bye.
Welcome aboard the new patient group flight deck.
Less chaos Check.
Less stress.
Check Less advertising costsCheck More personal and
financial freedom.
Ah, check, All right.
Business checklist completed.
Let the takeoff roll begin.
Speaker 2 (00:23):
Welcome to season seven of the new patient group
audio experience, a podcastdedicated to forward thinking
doctors wanting to learninnovative ways to run their
business today so your practicecan achieve new heights tomorrow
.
And now your host.
He's the founder and CEO of newpatient Group, managing partner
(00:45):
of RightChat and a trustedmotivational speaker for
Invisalign OrthoPhi and others,brian Wright.
Speaker 3 (00:55):
Hey, new Patient Group and RightChat Nation.
Welcome inside the broadcastbooth, brian Wright here, and
welcome in to another edition ofthe New Patient Group podcast.
Youtube followers out theregive us a nice thumbs up.
Hey there, and thank you foryour support.
If you're listening on all theaudio experience channels out
there, please give us afive-star review, rate this
podcast and get it out.
Share it with your friends andfamily.
We would always appreciate thatso we could just continue
(01:17):
building this awesome cultfollowing that we have.
And man, oh man, 2024 is goingfast and got a good one for you.
Today we have started a brandnew podcast.
It's the Right by Cooperpodcast and that's Dr Bryn
Cooper is my co-host in that andbasically look at that as the
new patient group podcast with aco-host.
All right, we talk about a lotof really good things and have a
(01:38):
lot of fun in that in the booth.
She just flew into ColoradoSprings and we shot a bunch of
episodes, so that podcast is nowlive, so make sure to check
that out.
And when she was here, you knowwe talked about this and I
bring this up because she's theexample I'm going to use today
when talking about why industrytrends, why the data that you
invest so much money in, whyit's lying to you, why, frankly,
(02:01):
in many ways it's crap and howit's leading to what I believe
is one of the most.
It's the biggest human flaw,one of the most destructive
traits we can have, and how itcan change our mind, and not for
the better, and really lead usdown a path to self-destruction.
That really hurts ourbusinesses, it hurts the
employees and the culture inyour office and it really ends
(02:21):
up hurting the life that youwant to lead as an entrepreneur.
This is going to lead me in.
It's not going to be a part twoand part three like ongoing,
but there's going to be drips towhat I'm going to be talking
about today, because I thinkthere's a bigger picture to this
.
There's a bigger picture.
That's a disconnect between howcorporations look at numbers
and trends in an industry, howthey view the year over year
(02:42):
growth versus the people they'retrying to help.
Reps out there have a big repfollowing.
This is a great lesson for you,whenever you, if you really
truly want to be a help to asmall business, to an
entrepreneur, today will be agood lesson to you, for you.
And when she was here.
So when, when I was closing outso it was in February of 2024
(03:03):
was was when I did.
I was the speaker at OrthoFi'snational event and I closed it
out and that's a big honor.
I was their keynote in 2019,had three hours on stage.
It was a blast wonderfulfeedback.
And then closing out an eventis a blast for a different
reason.
And when I was backstage, theywere calling out the highest
converters in the nation.
And you know, based on theorthophy trends and the data
(03:26):
that they have, and two of thetop five names that they called
out were new patient groupcustomers.
So momentarily and when I saymomentarily, I'm talking maybe
five, five or 10 seconds I'mkind of patting myself in the
back back there, going oh that'sneat, well, what you do works,
blah, blah, blah.
And then there's this, you knowthe infinite minded coach that
jumps in in my head and goeswait a minute, brian.
(03:49):
Like that's not impressive atall.
And here's why, like the reasonthat's not impressive.
And I think their conversionswere in the mid nineties, maybe
a touch above, but I mean theconversion on paper was really
good.
But my, my infinite brain andwhat I teach all of you out
there kind of put the brakes onthe excitement right away and
(04:09):
goes wait a minute.
They're the only game in town.
They have no competitionwhatsoever.
They could have spinach intheir teeth, horrific BO.
They could walk in with theirpants as a shirt and their shirt
as pants and they could doeverything wrong.
And they're still going toconvert at the highest level
because there is nobody else inthat area.
They're it and you know theycould charge whatever they want.
(04:32):
They could be cheap, they couldbe expensive.
They're the only game in townand you know there's a part of
me, you know, a lesson off thecuff.
You know a lot of times youknow you all want to open up the
practice in the beautiful areawhere everybody wants to be, and
what comes with that and I'mgoing to talk about this in a
minute what comes with that is alot of choices.
(04:53):
Well, a lot of times and I wasthinking where these highest
converters are is they put theirplace in a location where
really nobody wants to be.
And that's a good business movebecause you don't really have
to do a lot, right?
Matter of fact, I know thesepractices and if you took how
they operated and put it into aBryn Cooper's practice and I'm
(05:13):
going to describe in a minutethey may go out of business.
Like they would convert itmaybe 10 to 20% if they were
lucky.
So I'm listening to this andthen my coach brain kicks in and
like puts on the, puts on thebrakes, and then it puts on the
brakes.
And then I immediately startthinking of of Bryn's practices.
She has two and one of them andit's her first location she's
(05:36):
had for a long time is in theheart of the city of Houston and
when I say it's the epitome ofwhat orthodontics has become.
And when I say it's the epitomeof what orthodontics has become
, I mean we're talking roll aquarter down the street, hit
five GPs doing Invisalign, hiteight to 12 orthodontists you
know that are just boom, boom,boom, boom, boom, right after
another, just right out anddoing you know Invisalign, some
(06:03):
other clear liner, analog ordigital braces.
You know all the above,whatever it may be, and Brent
Cooper's practice in Houstonactively gets three, four, five,
six, seven, eight, nine, 10opinions, people saying I've
been looking for two years,can't find the right place.
I've gone in you know eightplaces.
Whatever it may be, and and Ilook at that as a good, it just
is what it is.
It's what orthodontics and andeither even others you know.
Plastic surgery not as bad, butthere's still plenty of choices
(06:25):
.
Dentistry, just as bad, there'splenty of choices, but I don't
look at it as a bad thing.
I just look at this as anopportunity for all of you to
understand that if you justcommit to a culture of obsessing
over your employees andcustomers, a culture that
uniquely trains your people, andthen digital marketing that has
very great organic content donein a very specific way.
(06:46):
You're going to be fine.
You're going to be fine, soit's nothing to worry about.
It's just kind of the industry.
It is what it is.
So Bryn Cooper's practice inHouston is really, really hard
to convert at the highest leveland she has a commitment, like
the majority of our customers,to being the highest priced.
So, when you look at BrynCooper's conversion, you see 63%
(07:12):
to 75% right in there, and itdoesn't mean that part of the
goal, of course, is continuallyrefine the team skill sets,
continually refine theexperiences on down the list to
constantly look for ways toimprove that conversion.
But when you look at and thisis where my brain's going
backstage at the OrthoPhi eventjust these signals going, I want
(07:36):
to run on stage and say hey,like guys, you're giving out the
awards to the wrong people,right?
The data is a liar.
The industry trend data areliars for a lot of reasons and
this is one of them BrynCooper's practice.
Who's the highest priced dealswith a trillion opinions.
(07:56):
You know price shoppers outthere, even though on paper her
conversion is less than thosetwo that I was talking about.
That are our customers.
They're in the top five in thenation.
Bryn Cooper's conversion isbetter.
It's more impressive Because,again, if you took the other
ones and put them into BrynCooper's practice and they
(08:18):
function the same way, theirconversion would tank, because I
know that they aren't half asgood.
They aren't even you know athird they aren't even one-tenth
as good in a lot of the thingswe teach that Bren Cooper's
practices are in the heart ofthe competition in the city of
Houston.
So if you sit this, if you sitthere and you look at that, this
(08:41):
is how the industry trends lieto you, everybody.
And this is also how, andthere's others.
But this is, I believe, thenumber one thing that gets you
into a very destructive patternas a, as a business owner, as a
leader, and I fall into this too.
Right, I'll beat myself up if Idon't think I'm where I should
be, and part of it's healthywhere I'll compare myself to
(09:01):
myself.
Right, I don't do it as much tocompare myself to other people,
but every once in a while I dofall into that trap.
Maybe a big name entrepreneurout there, and I see what they
teach and I say to myself weteach the same thing and I think
we even do it better.
And for me to think we do itbetter, that's saying a lot,
because I'm one of the mostself-critical people you'll ever
meet, of the most self-criticalpeople you'll ever meet.
(09:25):
Like, if I go out and or if I'mspeaking on stage after the
event, I'd rather go to dinner,sit at a bar by myself than go
out with people because I'mgoing to tear myself apart in
order to get better for all ofyou.
That's healthy for me.
I truly enjoy it and that putsme in a better state of mind
because I want to be, and needto be, great for all of you.
Like, it's not easy doing allthe things that we do, from
(09:45):
being a CEO, a coach, a podcasthost, a content producer like
the list goes on and on.
Father, like the list goes onand on and on.
It's not easy to be at a highlevel at all those all the time,
but I do my best.
When it gets destructive is themoment I start going we're
better than that person.
Why are we not making moresales, right?
(10:08):
Or why are we not doing this?
Why don't we have morefollowers and likes and things
like that?
Why don't we have more respect?
The second I get into that it'sa really destructive pattern
changes my state.
I don't be, I'm not.
It leads to me not as beinggreat for all of you out there.
It puts me in a frustrated moodat the house, so I'm not as
good as husband and it's areally destructive pattern that
a lot of you out there fall into.
(10:28):
Now there's other reasons youfall into it and and partly is
and I have podcasts coming aboutthis and it's.
It's just.
It's how your clinical peersare sabotaging your success, and
they're not doing it on purpose, but they're doing it, make no
mistake about.
It is things that they areteaching and how they were doing
things on stage is absolutelyleading to you, you know,
(10:49):
comparing yourself to others andalso implementing things into
your business.
That will not work and there'sa lot of reasons for that.
Like I said, that podcast is onthe way.
Hey everybody, brian Wright,let's break away from today's
episode and I hope you'reenjoying it Obviously very
passionate about teaching peoplenot to be finite minded, not to
get buried in the numbers,because the numbers are lying to
(11:11):
you, especially as a smallbusiness, as an entrepreneur.
There is a reason why 75% ofbillionaires, the world's
smartest business minds, 75% ofthem never went to college or
they dropped out.
There's a reason for thatbecause they look at everything
very differently than how aprofessor, who's likely never
owned a business in their life,will look at them, and what I'm
(11:33):
talking about today is a very,very big part of that.
I want to talk to you reallyquick about our onsite workshops
.
This is a challenge I'm goingto throw at all of you out there
.
These are newer.
They can't be offered all thetime because it's a scalability
issue.
Because this is my challenge toall of you is bring me to your
practice.
I personally guarantee that Iwill deliver a six-figure growth
(11:56):
plan when you bring me in, andI'm going to put the link to the
workshop page in the podcastdescription below.
There is a lot of really coolthings that come with this.
You and I will meet on twopersonal Zoom sessions.
I'm gonna analyze your business.
We're gonna go throughcountless things together.
I'm gonna fly to your practicemonitor, take notes.
I'm also gonna spend a morningrole-playing with your team
(12:17):
installing so many of the sales,hospitality, consumer
psychology things that we teach,strategies that we teach very
advanced, very forward-thinkingteachings.
I'm going to install that asmuch as we can get done in a
morning.
Then we're going to have areview session when I get back
and there's a lot of other greatthings that come with it.
But I guarantee you I willdeliver you that plan and set
(12:38):
you up for success.
Right now we have twoavailabilities.
As I do this podcast today,there's two availabilities on my
schedule that will allow me todo it.
The first two people that buythe team's going to reach out.
We are going to coordinateschedules when you can do it,
when I can do it.
After those two, we're going tohave to shut it down.
Just FYI out there, becausethis is a scalability issue.
(12:58):
I can't always offer this, butright now, the first two people
that want to make real changehappen in your practice.
Click on that link.
It'll take you to the workshoppage, learn more about it and
you can buy it right from there.
It'll send you to a Sam cardpage.
You can buy it and we'll see itcome through.
Look forward to meeting you andyour team working together for
this onsite workshop to createreal change for your
(13:19):
organization.
Let's get back to the podcast.
So this destructive pattern weall fall into.
The majority of the reason whyis is we are comparing ourselves
to others and this stuff thatyou invest in.
Like you got to remember that.
Like, if it was me, I wouldn'teven want access to those trends
Because, again, it's a liar.
(13:40):
Like the new patient, you knowthe average new patients a month
, you know, or a year, that thattrend is crap, because that
trend is completely dependent.
One practice may charge, youknow, $4,000 a month and they
have to get a bajillion peoplethrough the door.
Well, you're lumping that intothe same category as somebody
that wants to be the mostexpensive.
Convert high as they can.
(14:01):
Right, run a low stress model,no advertising, because they're
turning their patients intotheir fans.
That's our customer, by the way, right, their new patient
numbers are always going to belower.
Now we are helping youintentionally do that, right,
because if you go out and spenda bajillion dollars on
pay-per-click, yeah, it's goingto drive you phone calls, it's
(14:21):
going to drive you new patients.
We don't want you doing that.
We want you to invest thatmoney in a hospitality
experience, sales psychology,creating great digital marketing
content, building a betterculture.
That's what we want you to do,because that's how you run a
sustainable, economy-proof,recession-proof, crazy things
like COVID-proof type ofbusiness.
(14:43):
That'll get you throughanything.
When the industry gets crushed,you're probably still up.
When the industry does great,you're up two times, whatever
the industry is, or more.
It's how you run a greatbusiness from inside out.
It's like compliance data youguys all know like whatever the
compliance data is, and you lookat trends.
(15:05):
It's crap, because if you'relooking at people that do eight.
And this is where you know alot of you out there.
You're comparing apples tozebras or apples to gorillas.
You're not even comparingapples.
It's not even apples to bananas.
It's way worse because you knowyou take an 80% Invisalign
practice and 20% braces and thenyou take a 80% braces practice
(15:29):
and 20% Invisalign.
Of course those practices aregoing to have all kinds of
different compliance numbers.
The 80% braces practice isgoing to have more brackets
popping off right.
The 80% aligner practice isgoing to be dealing probably
with more people that aren'twearing the aligners properly
and that, lumped into the samecategory, creates lying data.
(15:54):
It doesn't create accurate datafor any of you out there, and a
lot of you out there too.
You want different things, likethe new patient.
If you want a low stress, lowchaos, high conversion, high
dollar practice that doesn'thave to see a bajillion people
to make money, of course yournew patients are going to be
(16:15):
lower than the practice has gotto see a bajillion a month to
make money.
You can't compare yourself inany form or fashion and that's
the problem.
And you get into this dealwhere you've got, like I said,
brynn.
For that area, brynn convertsreally, really well, better than
the 95%, but she can't fallinto the trap of man.
(16:39):
You know what?
If the industry average is thisI'm not as good, yeah, you are,
you're better or for a lot ofyou out there and this is where
the data can be liars too, towhere you know the two out of
top five, that I know thesepeople, and it can go to their
head where it's like we converteverybody that walks through the
door like we don't need help inthis area.
We don't need it.
(16:59):
We're great at that.
Well, no, you're not.
You're great because you're theonly opinion in town.
If people were shopping your,your, your t-shirt store, as
well as 10 others that, on thesurface, offered the same thing,
you wouldn't sell many t-shirts.
You would go for that 95.
And this is a lot of you outthere, the ortho five people
that listen to this, the alignpeople that listen to this, the,
(17:19):
the, the, the, the DM peoplethat listen to this, the DM
people that listen to this.
This is where your mind has tobe too.
If practice A has really goodnumbers on paper, that doesn't
mean that you can go teachpractice B.
Hey, practice A is doing thisreally good.
You should too.
No, it's bull, because practiceB, where the data actually may
be less in many ways mayactually be better than practice
(17:40):
A.
There's so many other variablesinvolved.
You got to stop comparingyourself to other people.
It's a destructive pattern.
Everybody, and I don't mindletting all of you know that
this is a pattern that I fallinto sometimes, because I think
(18:02):
that's leading all of you withvulnerability.
I think it's a big speaker flawwhen speakers don't you know
they act like everything's rosy.
I see it, like my practice isperfect.
Everything is rosy.
Everything.
See it Like my practice isperfect.
Everything is rosy, everythingis going great.
Just listen to what I say.
Everything's good.
No, it's all bull.
All businesses are chaotic,right, it's a matter of
minimizing it.
All businesses have issues.
(18:23):
It's a matter of minimizing it.
This is why most businesses goout of business.
You all are in a world whereyou're lucky, where you can have
the same leaky holes arestaurant that goes under has,
but you can still bring home$500,000 a year and convince
yourself everything's great inyour business.
(18:43):
You all have holes everywhere,but you've got to stop looking
at.
Okay, what's the industry trend?
What are we converting?
How much is the industry downthis year?
How much is it up this year?
What's my production?
What's my collections?
How does it relate?
It's all bull Like.
I'll have plenty of this.
You guys know I'm infiniteminded.
That's what I teach.
But your biggest competition isyou Like.
The only thing you should becomparing it to is the data you
(19:06):
had last year.
You know, and are you makingthe same?
Are you bringing home what youwant to take home and working
less this year?
And that's why I have a podcastcoming about, just you know,
redefining growth, looking atgrowth differently.
Why is an entrepreneur?
Growth means something andshould mean something completely
different to you than it'sgoing to mean to a corporation.
(19:26):
I don't know when that's goingto.
I haven't shot that one yet.
I don't know when that's goingto be launched, but you could
relate that back to this podcastwhenever you hear it.
Because growth to a corporation, growth to reps, is, you know
you selling.
You know more Invisalign casesas an example this year than you
did last year.
Right, that's going to help thereps number.
The problem is you as a businessowner.
(19:48):
You may not want to startanymore because you already
bring home what you want tobring home.
Your goal is is hey, look, youknow how can I work less this
year than I've done last year?
Right, how can I bring home 600grand this year when I brought
home 600 grand last year?
But this year work 25 or 30days less?
Right, that's growth.
That's what that podcast isgoing to dive into Now.
(20:10):
On paper, you're stagnant,right To the reps and to the
corporation.
Well, you know, dr Joe, hedidn't grow.
He had the same amount ofstarts this year as he did last
year.
Meanwhile, dr Joe's going thisis the best year of my life.
Like, I keep growing becauseI'm bringing home the same
amount of money and I keepworking less.
That's growth.
No-transcript podcast, becauseI'm telling you, telling you
(20:59):
what the podcast is.
Lesson today two things.
One you got to stop comparingyourself to others.
You need to know what you wantout of your life.
You need to know how to designyour business to make sure
you're taken home enough to getwhat you want out of your life,
whatever that number is.
And I talked to a new patientgroup customer, andy Well, he's
a RightChat customer too theother day.
(21:20):
He's like hey, look, I make600,000 a year.
That's what I want, anythingabove that.
Make me stress less, make itmore efficient, blah, blah, blah
.
I don't care about growth, Icare about, you know, efficiency
.
I care about taking home 600grand.
It's more than enough to getyou know my dream life.
That's what you guys have to becompeting against really with
(21:44):
with yourself is that kind ofstuff, and you've got to stop.
You've got to know what youwant.
So you stop comparing yourselfto whatever you know, somebody
you see who speaks on stage, oryou've got you know.
You open up your dashboard tothe industry trends and you say,
damn, you know, why am I notthere, when you're actually
better like Bryn Cooper than alot of these practices out there
?
Right, if Bryn could givehere's where the industry data
(22:07):
matters.
Right, if you could have like adashboard and you could select
okay one.
I want to select a practice.
You know that's, and I'm makingall this stuff up.
This isn't like brent's numbers, but okay, I want to select a
practice that's 70 aligners, 30,everything else.
I'm going to select a practicethat deals with at least three
to five opinions before theydecide to buy.
(22:30):
Okay, click that button.
All right, I want to.
I want to.
I want to look at practices thatare the highest priced of all
the opinions, right, so maybeyou just select.
You know $6,500 or $7,000, buteven that you got to watch
because just based on where youlive you know, california, new
York those prices are likelygoing to be higher than if it's
(22:51):
in somewhere you know in acertain smaller town, like in
Alabama or Arkansas, as anexample.
So you even have to watch that.
But just say, you know, seven,eight thousand dollars a case.
Boom, if you could hit thoseRight.
And then the practices like youcame up.
Ok, now at least you're lookingat apples to apples, but until
then this data, guys, it's goingto do you more harm than it is
(23:15):
good.
It doesn't teach you anything.
Same with the compliance data,if you could go okay, I want to
see other practices that are,you know, 90% aligners, 10%
digital braces Right or viceversa.
Now you've got something.
But until then, all this datadoes is get in your head, tell
you a false story, and it's notwhat all of you need.
(23:38):
I hope everybody enjoyed today.
Stop comparing yourself toothers, and I hope you
understand why these industrytrends.
They are lying to you as abusiness owner, entrepreneur.
They are lying to you until youcan compare exact practices to
yours and same way with theother one.
By the way, right, if you coulddo those?
You know I'm the cheapest intown.
(23:59):
I charge, you know I'll go downto bottom barrel.
Right, I'm one of the onlygames in town, right?
Whatever it is, you've got tocompare yourself to true your
other selves, otherwise you'regoing to drive yourself crazy.
I hope that worked there.
Everybody Hope that got thismonth off to a great start.
Change your mindset.
Invest inside your doors.
Dominate other people in yourindustry.
(24:22):
Until next time, thanks foryour partnership.
Take great care of yourselves,your team and your customers and
patients.
We'll see everybody soon.
Bye-bye.
Popular Podcasts
Stuff You Should Know
If you've ever wanted to know about champagne, satanism, the Stonewall Uprising, chaos theory, LSD, El Nino, true crime and Rosa Parks, then look no further. Josh and Chuck have you covered.
Dateline NBC
Current and classic episodes, featuring compelling true-crime mysteries, powerful documentaries and in-depth investigations. Follow now to get the latest episodes of Dateline NBC completely free, or subscribe to Dateline Premium for ad-free listening and exclusive bonus content: DatelinePremium.com
24/7 News: The Latest
The latest news in 4 minutes updated every hour, every day.