The In Your Face Podcast Craig Weiss, Blair Feldman

On this week's episode of The In Your Face® Podcast, we chat with Dr. Sam Burrow, a board-certified orthodontic specialist and co-founder of Burrow, Welchel & Culp Orthodontics, which has 13 locations. Dr. Sam Burrow followed in the footsteps of his father to continue a legacy of dedicated orthodontic care.

Dr. Burrow shares insights into building a thriving orthodontic practice, the challenges and lessons learned from scaling multiple locations, and the impact of innovative marketing techniques. We delve into the importance of community involvement and the role of health and wellness in both personal and professional life. Dr. Burrow's forward-thinking strategies and commitment to excellence offer valuable takeaways for orthodontists and dentists looking to grow their practices in today's competitive marketplace. Join us for a captivating conversation with Dr. Sam Burrow.
The Growth Mindset in Business: "We luckily enjoy the process of failing at ideas, so we've done that certainly a lot of times, but each lesson makes us a little bit better at each one."— Dr Sam Burrow (00:04:1800:04:32)

Family Legacy in Medicine: "Dad's had this practice for over almost 50 years, so it's real special to them to keep that patient centric focus on them, what’s going to be best for the treatment and be able to actually talk to somebody versus growing so large that you start losing track of that and it gets a little bit more of a larger feel. So we want to be big, but we want to feel small."— Dr Sam Burrow (00:05:5300:06:07)
Timestamped overview:
06:29 Initial skepticism led to impressive business growth.
07:25 Adapting to new age methods for scaling.
12:12 Orthodontic business emphasizes growth, innovation, and efficiency.
15:00 Increased marketing budget led to improved outcomes.
19:31 Networking within local community to gain influence.
21:53 Consistency, discipline, and hard work yield results.
25:31 Hybrid listener enjoys audible for diverse activities.
27:15 Excited for new clinic openings and growth.

Resources:
Burrow, Welchel & Culp Orthodontics
Youtube
Smiles Ahead Podcast
Book: Never Eat Alone

👉 Apple Podcasts: LINK
👉 Spotify: LINK

About In Your Face® Podcast:
The In Your Face® Podcast is hosted by Retainer Club co-founder and President, Dr. Blair Feldman, DMD, MS, who connects with voices of industry experts to bring you tips, tricks and best practices for helping your practice thrive, whether you're an orthodontist, dentist, or Dental Service Organization (DSO).

On this week's episode, The In Your Face® Podcast is welcoming a guest who has tasted success in multiple high-stress arenas – it's Dr. Blair White! From the gritty gridirons of Michigan State and the NFL, Dr. White has transitioned from the adrenaline of football to the precision of orthodontics, proving that whether it's on the field or in the clinic, perseverance and a no-quit attitude are key to success.
Dr. White dives deep into the parallels between competitive sports and business, sharing how his relentless spirit, shaped by personal hardships, helped him climb the ranks from a walk-on player, to a professional athlete, and now an orthodontic specialist renowned for his management style and his innovative approach to patient care.

We'll hear the saga that started with a contingency plan for a career-ending injury and evolved into a passion for dentistry, under a policy of empowerment and open communication. Dr. White offers a candid look at the stresses of his sporting days and the challenges of juggling the demands of growing a thriving practice

Moreover, we’ll get an insider's perspective on Dr. White’s famous mouthguard events, which have not only become a signature service at his Saginaw practice but also a vehicle for community engagement and marketing. He’ll share tips on building resilience in our children, finding flexibility in the orthodontic field, and the unstated benefits of custom mouthguards – a lesson from his own days as an athlete.

Join us as we unpack the wisdom gleaned from Dr. White’s experiences, discuss the joys of entrepreneurship, personal growth, and the work-life integration that helps shape future plans, including his unique family tradition. All this and much more, on this episode of The In Your Face Podcast, brought to you by Retainer Club. Now, let’s get up close and personal with Dr. Blair White!

Timestamped overview:
00:00 Building thriving businesses in today's competitive market.
04:34 Missed travel, diverse interests, self-improvement focus.
09:53 Transition led to opportunity, proving skills to coaches.
11:01 NFL draft disappointment, agent's advice goes wrong.
16:13 Sports teach teamwork, leadership, and business skills.
17:33 Regular discussions foster coach-player connections and growth.
23:23 Business leaders stress investing in people and listening.
25:57 Office manager encouraged community-oriented dental initiative.
27:35 Streamlined process for dental impressions and products.
33:12 Inserting sensors, analyzing force, concussion study data.
36:09 Building businesses improves with experience, deserve grace.
39:30 Planning trips to new cities to learn.
41:10 Blair 2.0 discussed potential new version.

Resources:
White Orthodontics
Mouthguard Club

👉 Apple Podcasts: LINK
👉 Spotify: LINK

About In Your Face® Podcast:
The In Your Face® Podcast is hosted by Retainer Club co-founder and President, Dr. Blair Feldman, DMD, MS, who connects with voices of industry experts to bring you tips, tricks and best practices for helping your practice thrive, whether you're an orthodontist, dentist, or Dental Service Organization (DSO).

Our guest is Casey Bull. She is the COO at MyOrthoVA, a company that supports orthodontic and dental practices with expertly trained virtual assistants. She earned her MBA from Pepperdine and first started working in the orthodontic industry as a practice manager for Dr Alex Waldman, who many of you know. From there she became a practice consultant for the invisible orthodontist (TIO) and ultimately moving to global director role within the company where she helped drive TIO's mission to provide member practices with marketing and business management expertise.
Her profound understanding of the industry extends to the realm of digital marketing where she excelled in overseeing full suite strategies including website development and optimization, paid advertising campaigns, local SEO optimization and more.
They discuss the concept of virtual assistants and the various services they can provide, such as phone support, insurance billing, and digital workflow management. Casey shares examples of creative uses of virtual assistants, including marketing and managing delivery services. They also discuss the benefits and costs of hiring virtual assistants and the process of onboarding and training them.
Takeaways Virtual assistants are remote team members who can affordably provide a wide range of services to orthodontic and dental practices. Virtual assistants can handle tasks such as phone support, insurance billing, digital workflow management, and even marketing. Hiring a virtual assistant can help practices scale their administrative team and improve efficiency. MyOrthoVA offers full-time virtual assistants who are trained in orthodontics and can become an extension of the practice's team.
Chapters 00:00 Introduction and Sponsor
01:03 Guest Introduction
02:11 Guest's Background and Journey
03:04 Introduction to MyOrthoVA
05:09 What is a Virtual Assistant?
06:44 Examples of Virtual Assistant Services
08:17 Unusual Uses of Virtual Assistants
09:57 Benefits and Cost of Virtual Assistants
12:49 Onboarding and Training Virtual Assistants
13:46 Creative Uses of Virtual Assistants
14:19 Specialty Roles for Virtual Assistants
17:49 Getting Started with MyOrthoVA
19:37 Managing Virtual Assistants
22:36 Process of Getting a Virtual Assistant
26:06 Future Plans for MyOrthoVA
27:57 Book Recommendations
29:14 Contact Information

Dean Steinman is a dynamic marketing expert who understands the evolution of social media and digital advertising landscapes. Once rooted firmly in the realm of Facebook, he witnessed the platform's transition as it became a hub for a vast majority of the global population. Not one to be swayed by shifting trends, Dean adeptly navigated through the noise to harness the power of what he terms "old school Facebook ways," discovering untapped opportunities for business growth.
Fully aware of the necessity to diversify, Dean advocates for an omnipresent marketing strategy. His approach isn't just about being on one platform but spreading across the internet's most influential corners. He has mastered the art of visibility, ensuring that his or his clients' presence is felt on Instagram, TikTok, and LinkedIn, especially for leveraging professional referrals.

Dean and Dr. Feldman talk about the magic window of engaging potential clients calling your office within minutes and the power of a great new patient phone call. From nurturing patient relationships to mastering ADA-compliant websites, Dean shares useful marketing secrets, while also fueled by his unique passion for music, inviting listeners to connect.

They also discuss the significant role of authentic testimonials and success stories in creating community engagement, the necessity of a multi-channel approach on social media platforms, and why offerings like the Retainer Club can be game-changers in setting your practice apart.

So, buckle up as this episode delivers these insights straight to you—no holds barred, all "In Your Face", with the goal to ignite your practice growth today!


Timestamped overview:

05:59 Automated communication systems improve client interaction.
06:57 Automated program handles communication, streamlines follow-ups.
11:03 Diversify online presence to reach wider audience.
13:11 Orthodontic community embraces sharing for successful marketing.
18:16 Discussing the impact of retainers on patients.
20:04 Engage community, showcase success stories, involve patients.
22:57 Website updates to aid in ADA accessibility.
27:05 Technology that tracks call conversions for patient inquiries.
30:31 Deans love of music
32:35 Connect with Dean on social media, conferences.

Resources:
OrthoMarketing.com
Connect with Dean Steinman on LinkedIn
Email: dean@orthomarketing.com

👉 Apple Podcasts: LINK
👉 Spotify: LINK

About In Your Face® Podcast:
The In Your Face® Podcast is hosted by Retainer Club co-founder and President, Dr. Blair Feldman, DMD, MS, who connects with voices of industry experts to bring you tips, tricks and best practices for helping your practice thrive, whether you're an orthodontist, dentist, or Dental Service Organization (DSO).

Welcome to The In Your Face Podcast, I'm your host, Dr. Blair Feldman, and today we have a captivating episode in store for you. Our guest, Brooke Oliphant, is a powerhouse in the orthodontic sales/ consulting world, demonstrating how transparency in pricing and personalized coaching is revolutionizing the patient experience and boosting practice performance. From starting out in the world of photography to becoming a sought-after orthodontic treatment coordinator and coach, Brooke has founded Straight Up Sales Orthodontic Coaching to transform the way orthodontic practices engage with customers.

Get ready to hear success stories about practices that have thrived through Brooke's mentorship, even amidst a fluctuating economy—pre-selling retainer programs and tweaking insurance strategies are just the tip of the iceberg. We'll also delve into the art of strategic silence in communication, a speaking technique that can dramatically improve patient interaction, as espoused by keynote speaker Josh Sundquist.

Moreover, we'll discuss how personal well-being ties into professional success, as Brooke shares her philosophy on the interconnectedness of physical health, optimism, and performance. And if you're curious about growing your practice's profits in today's economy while navigating new consumer behaviors, Brooke's insights on upselling, pre-selling, and delivering value-based treatment plans are gold.

Don't miss out as Brooke and I explore the potential of retention programs, the significance of same-day conversions, and the indispensable role of technology in enhancing patient decision-making. Everything you need to know about reaching peak performance and designing an unbeatable patient experience is in this episode. Join us for a conversation that's sure to be enlightening, actionable, and, as always, unapologetically In Your Face.

Resources Mentioned:
Straight Up Sales Orthodontic Coaching - https://www.straightupsales.com/
Straight Up Sales on IG - https://www.instagram.com/orthodonticsalescoaching/

Learn more about becoming a Retainer Club Partner - https://www.partners.retainerclub.com/

Dr. Epstein stands at the intersection of orthodontic treatment and innovation, having overcome personal adversity and channeling her experiences as a patient into a dynamic career in orthodontics and entrepreneurship. As someone deeply compassionate and driven, Dr. Epstein has leveraged her rich family background and the challenges of the Covid-19 pandemic to forge a new path in the industry.

In this episode, we'll explore Dr. Epstein's journey from a general dentist to a specialist in clinical orthodontics and how her car accident at the tender age of 13 has shaped her approach to patient care. We'll delve into the importance of efficiency in dental practice, cost implications of chair time, and her innovative solutions for common orthodontic issues.

This episode is brought to you by Retainer Club, the easiest way for orthodontists to bring online services and five new revenue streams into their practice. Retainer Club provides your patients with access to retainer replacement and perfectly fit retainers delivered to their home. Retainer Club partner offices experience the freedom from frustrating retainer appointments with the benefits of passive revenue. Retainer Club also sends a steady stream of new patients actively interested in getting treatment into your office. Over 30,000 patients love Retainer Club, and doctors have the confidence that the smiles they created are being protected and maintained.

To learn more about becoming a provider, go to retainerclub.com/partner today

Dr. Epstein's company, OrthoNu®, has brought to the market groundbreaking products like Tweakz® for braces and aligners—a testament to her focus on research-based and science-driven solutions. These products, resembling a Swiss army knife for orthodontics, aim to reduce emergency visits and save valuable time and resources for both patients and practitioners.

But entrepreneurship isn't just about innovations; it's about adaptability. From discussing the "Psychology of Money" to addressing the shockwaves sent through the industry by Smile Direct Club, Dr. Epstein is a paragon of how to pivot and succeed in the face of unexpected events.

Timestamped overview:
00:00 In Your Face podcast with Dr. Feldman.
04:44 Compassion empowers dentist to help patients.
07:54 Transition from orthodontics to entrepreneurship, American dream.
09:46 Orthodontist aims to empower and give confidence.
13:33 Designing the 'swiss army knife' tool for orthodontic emergencies.
18:04 Tweaks for braces save office chair time.
22:07 Huge practice orders 250 tweaks for braces.
23:35 Efficient dental practice and cost-saving strategies.
29:05 Developing research-based products, benefiting patients and professionals.
30:47 Orthodontists failed to educate patients about treatment.
36:12 Learning about psychology of money, preparation, outliers.
38:33 Focus on family and business aspirations in 2024.


Resources:
OrthoNu - www.orthonu.com
Book - Psychology of Money - Morgan Housel
Book - Made in America - Sam Walton
Book - The Third Door - Alex Banyan
Book - Your Next 5 Moves - Patrick Bet-David

👉 Apple Podcasts:
👉 Spotify:

About In Your Face® Podcast:
The In Your Face® Podcast is hosted by Retainer Club co-founder and President, Dr. Blair Feldman, DMD, MS, who connects with voices of industry experts to bring you tips, tricks and best practices for helping your practice thrive, whether you're an orthodontist, dentist, or DSO.