#862: Getting Team Buy-in For a New Service

The Dental A Team Podcast

Brad Titensor with Dental Warranty is back already! This time, he and Kiera talk about getting your team excited about incorporating and utilizing a new service in the practice, including: steps for integration, goal-setting, building habits, and what a presentation to patients sounds like.

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Transcript:

Kiera Dent (00:00.784)

Hello, Dental A Team listeners. This is Kiera. And I just wanted to bring Brad on from dental warranty again, because he was asking me a question of how do you get a team bought into wanting to put a warranty on or how do you get other offices wanting to, your team members incentivize to do this? And I'm a freaking team member. So I thought, Brad, I was going to get, just give him some verbiage right now. And I thought I'm going to hit record so that way we can give you guys my real time live feedback of how like, cause that's the next thing. Like doctors, you're so jazzed. You're so pumped about.

putting dental warranty into the practice and then the team says, I don't want to do that. Like welcome to everything else, right Brad? So Brad, welcome back to the podcast. You're part of dental warranty. Hello, welcome back. Okay, ask me your question and let's just do this live. I'm going to do some verbiage recording and we'll do this as part two of your guys's podcast of like what to do when you take it to the team. So ask me your questions and let's just rip live.

Brad (00:39.502)

Yep, thank you. Good to see you.

Brad (00:54.254)

Yeah. So, so one thing that we deal with sometimes is, you know, doctors love the idea. So they see the value firsthand. Okay. This is something that really is going to protect my bottom line, help my practice, grow my patients. but they kind of hand it off to their team and the team feels, that they already have enough on their plate and either they're already busy. What's, you know, one more thing we all heard, you know, the doctor comes back from some sort of conference or meeting like, gosh, who's calling me now? So.

So I know we do a lot of RN to keep it so simple and so streamlined for the team to use. But yeah, so my question was how to get the team excited about doing this? And if there's anything you'd recommend to help encourage them to kind of just build it in and just utilize it.

Kiera Dent (01:36.016)

For sure. Okay, so let me understand a little more of the true pieces. So me as a team member, what do I actually have to do? What do I have to do for processing? How much is it? Kind of walk me through some of those more specific details and then I'll tell you exactly as a team member what I do as a TC, what I do in my practices to give you guys some of that verbiage. And I think this is for anything you implement. We're just gonna use dental warranty as my example today.

Brad (02:01.902)

Perfect, yep. So for the office, the team that you use, what they'll do is they'll create their own dental warranty procedure code, so just their own dummy code, and they're gonna build it in right on the treatment plan. So you're gonna list the treatment they're receiving and the six -year protection plan, similar to how some offices might do fluoride or whatnot. You're gonna build it in as part of the process, and then you're gonna offer it to the patient right there along with the treatment. Here's your crown, your buildup, your two fillings, and your six -year protection plan.

Kiera Dent (02:19.536)

Mm -hmm.

Brad (02:28.782)

This is what your dental insurance is going to save and here's your total that includes your coverage. So it's really that simple. And then we are integrated with Thentrix, Eagle Soft, Open Dental, and they'll have their own dashboard where they just hit the patient's name, submit warranty, or add warranty, submit. So it's very, very simple for the team to use, but we track all the patient coverages, details, and benefits through the dashboard.

Kiera Dent (02:32.688)

sure.

Kiera Dent (02:53.744)

Got it. And so how much extra is it? And is it per procedure or is it like one warranty covers everything? I'm curious on that too for the team.

Brad (03:02.382)

Yes, so the practice would charge the patients anywhere from 10 to 15 percent of the office fee. So take dental insurance out of it. It doesn't matter if they have their cash paying or if they're a PPO. It's based off of the office fee. And our fee that we end up collecting is just 10 percent. So if the practice charges 15 percent, they'll keep the 5 percent. We collect 10 percent on the back end. So let's say they do charge 15 percent of whatever that procedure cost is.

Kiera Dent (03:30.)

Okay.

Brad (03:30.638)

And so if there's going to be extractions, things that are not eligible for the warranty, that would not be factored into the total fee. But anything that's eligible, so any permanent cosmetic or restorative treatment would be being on that. And it's the patient that will be just the one total. So on the back end, we track it individually, but on the patient's end, it's just the one total along with their treatment.

Kiera Dent (03:50.612)

Nice. Okay, so let's say, because obviously we don't want to just do 10 % because then dental warranty takes the whole thing. Like it's great. But I'm guessing that the way practices also make money is let's say my crown in office, we charge $1 ,300, insurance is $1 ,000. I'm going to go off of the $1 ,300. And that's what I'm going to go. Now, if I only did the 10%, which would be $130, Dental Warranty is going to take that. But next time they come in, instead of me only being able to collect $1 ,000, I can collect $1 ,300. Is that right? That's what I would collect from Dental Warranty.

Brad (04:18.542)

Yeah, it's a huge benefits. Yeah. So obviously, insurance probably not going to touch it next, you know, five plus years. So yeah, we are saying to check back to the practice for that 1300 and patient can use that towards maybe a new crown or now they might need an extraction root canal, something different. They can actually use the value to go towards the next street.

Kiera Dent (04:23.568)

Right.

Kiera Dent (04:29.648)

Okay.

Kiera Dent (04:37.744)

Gotcha. Okay, amazing. And so then my next question is, I don't know, I'm literally just asking questions like an office. I feel like I'm like, I'm the OM right now. Let me ask you all my questions. Is dental warranty ever considering doing just like a monthly fee to where it's like X amount that the patient would pay and then their dentistry is covered or is it just going to stick to each one? I have my reasons for asking this. I'm just curious if you know about that.

Brad (04:45.614)

That was good.

Brad (05:02.19)

So we had previous plans probably eight, nine years ago where we did dabble in that area. It seems to work better for both the patient and the practice doing it based off of that, you know, 15%, 10, 15 % of the procedure cost. But yeah.

Kiera Dent (05:19.184)

Okay, great to know. The reason I was asking is because I'm like, cool, then I just sell it like a membership plan. I tack it into my membership plan. This one, it sounds like it's just adding in kind of like when I do an implant where I'm going to tack on the custom abutment so I don't have to go back if I'm adding a custom abutment. I'm just basically going for like worst case scenario. So I did hypothetical, a crown, our office fee is $1 ,300. The 15 % would be 195 added on to that.

is what it would be. Now, if I have a filling that's like, let's say 150 bucks times that by 15%, that's $22. So it's really minimal. I agree with Brad as a team member, what I'm going to do is I'm going to tack it on as a dummy code to all of it. Now, I think if you do 10%, it's very easy, but I don't think that makes sense for a practice. I would definitely just charge the 15 % across the board. I think if I was in office, I might also consider just figuring out what I could put in just for easy numbers. So you might even have a fee schedule. So you could create that dummy code that would link.

to it and then put it in an explosion code so that way your team's not constantly having to figure out that 15%. I think that would make a team's members life easier because I think that math is where they're gonna feel annoyed of like, I gotta add this in and then I've gotta calculate it in. Not that it's hard, but it might just be an idea that you guys could do. And then just as an office manager, just tack it into all the explosion codes that you do for procedures. That way it's automatically in there. The dollar amount's always in there. The only thing you're gonna have to watch is set a reminder.

that when you increase fees, that you also increase the warranty amount. So we're never like short on dollars. So that's what I would say for like setting up as a practice. So it sounds like for me as a TC, go ahead.

Brad (06:47.714)

And jump in real quick. So with our integration, that actually pulls that data over for the team so they're not having to do the math. It really has a calculator attached to it. And so you're just going to click, OK, you got a post, a buildup, a crown, the two fillings. You hit Select All, and it'll show you the whole warranty fee, the value, and then you put right there on the treatment plan. So it pulls that data so they're not having to do the math.

Kiera Dent (07:08.048)

Nice. Okay. Easy. Okay. Beautiful. So that's even easier. There you go. So there's, there's a, an objection that now is very simple. I just put it all in simple. I can have it. I am thinking for them, like, cause they're going to need the calculator up there, just finding ways to where it's like almost automatic, kind of like the crown bill of like, no one complains that I have to present a crown on a buildup is just part of it. And when I train teams on this, I say, like, let's, let's come up with all the objections that patients going to say, like, well, why do I need this? I would just let them know, like, Hey, like dentistry, like,

Things happen in your day to day. You're using these teeth every single day. And so it's just a good way for you to have peace of mind of, like Brett said, whatever life events happen, that you have peace of mind and you can come in and there's no questions asked. We'll take care of it for you. If anything's ever happening anywhere, you move anything like that for the next six years, you're protected. That's how I would present it to a patient. I would say if it was me, hands down, I would always do this. No questions asked. I would always do this. That way I know no matter what's happening, I'm covered. So they'll say, yep, here it is. This is your total out of pocket. This is what our insurance estimate is.

and this will be the total when I see you on Friday. So I'd already have them scheduled for it. I'd present my total and I'd have them sign off on it. Go submit the warranty, easy, there's nothing there. Now I guess Brad, the next question is teams will wonder what happens when that patient calls me? How easy is it for me? Like I'm guessing I just scheduled them as a normal patient. How do I submit the claim and how hard is it to truly get that? Because that's gonna be the sticking spot for teams is like, how hard is it when they actually come back and need to use this warranty?

Brad (08:34.158)

Yeah, so on our end, we typically flip a coin. If it lands on heads, we'll pay out. If it lands on tails, then you don't get paid. Yeah, it's pretty much. We got a double -sided coin. Yeah, no, I'm just kidding. So we, yeah, I mean, not understand how busy the team is. So we try to make this as simple as possible. So when the patient comes in, actually, let's take dental warranty out of it. So currently, if there is no warranty, patient calls say, hey, I ate that soft bread or whatever they broke their crown on.

Kiera Dent (08:40.08)

Cool. Awesome. So you guys can do it in practice. It's easy.

Kiera Dent (09:01.072)

Mm -hmm.

Brad (09:03.598)

Now the patient comes back in. Now the team has to talk to the patient. Okay, what happened? How long has it been? Now the team has to go talk to the doctor. The doctor's thinking, well, how long has it been? What happened? Now they call the lab. Hey, can you help us out? You know, this is the situation. That's a lot of work, a lot of headaches, a lot of stress on everyone's part and makes that team member very uncomfortable saying, hey, Mr. Patient, I know you just paid $1 ,300 just three years ago. You're gonna have to pay that all over again. That's not fun, right? So now...

Kiera Dent (09:30.256)

Right.

Brad (09:32.59)

Dental Warranty and so the patient says, hey, I broke my crown, what do I do? come on in, have a seat, let's take care of you. There's no charge, we've got you taken care of. Take care of the patient. Huge swing from the previous conversation that you would typically have to have to now saying, hey, we've got you covered, you get to be the hero. And great time to get some good reviews, referrals. Take care of the patient. And then on the back end, they would file a claim through our dashboard. So it's done online.

Kiera Dent (09:50.704)

Mm -hmm.

Right.

Brad (09:59.822)

And we asked for the same documentation that you would typically send to like an insurance company. So we're not having you do any additional work that, you know, you're already doing this stuff. So that's the same reason I see that, you know, that broke it failed that the work was completed initially. And then, and then we'll pay to practice within 30 days or less for that, that treatment that was completed.

Kiera Dent (10:04.176)

Okay.

Kiera Dent (10:10.512)

Mm -hmm.

Kiera Dent (10:21.296)

Nice. Okay. And I think that that was just the questions of like, how hard is this compared to what we're already doing as team members? and that does seem very simple, right? We're already taking extra. You should take an extra. If it broke off, we'd take the intra oral photo and we have our notes written and we just submit that off. So as long as it's really that simple, I think for teams, my question is, I think it just might feel hard for the team because it's something new. And so what I usually do is I say, all right, guys, we're going to try this for three months. We're going and like, let's set a goal as a team of how many patients do we think we want to do warranties on?

What I've learned is you're going to have your gunners and you're going to have your Shires. And so the ones who are like, let's do like 500. And then the other people are like, we could do two. I try to be like, well, let's be realistic. And like, what if we just, and I try what I've, what I've learned is really pertinent with teams is you have to give them something where they're actually going to win anytime. Because if I'm like, let's go 500 and they miss it, they're not going to want to do this. If I do two and it's too easy for them, they're going to feel like it wasn't a challenge and it's ridiculous. So.

I usually try to go for something where it's a no brainer. It's a guarantee. I'm like, okay, too. All right, let's go. Like what if we did five? I think that that's fair. We go from 500 down to five. I think we can easily all agree to that. So let's aim for five for the next three months. We're going to track it and then like, let's celebrate and let's see how it goes. So every single month, and if we got more than five, or if I think like, okay, you guys, realistically, we work five days a week, maybe we'll bump it to 10. So like just getting into a spot where I know for a fact, they're going to hit this goal their first month.

it's going to get them super excited and say, I know the first like, but let's try it three months. Are we all on board? We could do this for three months. Usually if teams know that there's a short amount of time, it's just a startup energy to get them going that they don't want to do. So in practice, when I consult, I usually will do six weeks. I'm thinking for this, it might take a little bit longer. So like the day that it's implemented, I can actually do my first one. And then what I'm also going to encourage my team is that first day I want to do at least one.

So at least doing one that first day to see how easy it was, how clunky it was, like whatever it is. And I'm going to have like the first week is training. So like everyone, I want every single person to do at least one is what we're going to do. so all my treatment coordinators, all my schedulers, all of them in their first week need to at least get one done. and then after that it becomes a challenge or a competition to see who can do the most. And then we basically have a star chart. I always track it in the back. So whether it's stars or whether it's tally marks on the whiteboard for morning huddle.

Kiera Dent (12:41.104)

something where we can see this scoreboard live, because whenever you implement something new, like I said, I'm using dental warranty as an example, but this is how do you get a team bought into new ideas, you've got to be tracking it consistently and keep it top of mind, because otherwise it slips to the back and they're too busy to do it. Also, when you're rolling this out, I would recommend you only roll this and nothing else. So like, let's keep a laser focus on dental warranty or whatever you want to implement for six weeks to three months, and we just focus on that. Like, yes, we've got our other goals, but this is the...

only new thing I'm pushing forward for them because otherwise it gets lost in the background. So doctors, you've got to be careful of giving them the chance to win, to make it into their daily habit where it's very simple for them. I trained the whole team how to add it on. So it's just easy. You can help the hygienist tee it up. But like, you're so lucky. Like we offer a thing where it's covered no matter what happens. Train your dental assistants to talk about it because we all know that once that doctor leaves, they turn to the dental assistant and ask, is this really true? So like training the whole team is like, why?

Use the example of Apple care, like in our last episode that we did, if you miss it, be sure to go check that out. But I think all those little pieces are going to help. And then if you want to incentivize your team, I don't know, let's say, let's say we're doing the hypothetical of 15%. Okay. We know the dental warranty. So let me do my $1 ,300 crown times 15 % is going to be one 95. So that's how much I know it's going to cost. If it's a $1 ,300 crown, I know 10 % of that's 130 bucks. So that means I've got $65 of extra cash, if you will.

that's just going to come to the practice naturally when they sign up. So I would do the math if I know I want 10 of these per month. So that would be 65 extra dollars. And that's if I'm doing it on a crown. So we're going to do it on 10 crowns. Be careful because if you do a filling, you're like at five bucks if you're lucky. So if it's there, but let me just say that I did 10 crowns over the next three months, I could do a pot of 650 bucks. Did you follow my math on that, Brad? I'm saying $65 if I'm 1300. I know over the course of three months, I guarantee you I'll be able to get

at least 10 crowns within that. I would feel pretty good betting on myself on that. Easy. That 650 bucks that I'd have available. Maybe you can do a little competition and say like, all right, the person who gets the most warranties, we're going to do a $200 Amazon shopping spree for you. And Amazon shopping spree sounds a lot more fun than an Amazon gift card. And I usually do on shopping sprees. It's like you have 10 minutes and you have to spend the 200 and get as close to the 200 with tax without going over. And we're all going to watch.

Brad (14:36.334)

easy. Yeah, very easy.

Kiera Dent (15:02.128)

And then the second person is going to get a hundred dollar Amazon shopping spree. And the third person is going to get a $50 Amazon shopping spree. All of you are going to shop at the same time. Or if it's like a whole team effort, I could take that six 50 and say like, how many team members you have divide that up by your team and say, if we hit this goal, we're doing an Amazon shopping spree with the extra cash that we have leftover. And I'm dividing it up by the team. So like, those are different ways that you can do it. It's very fun. Everyone gets on their phones. They quickly add it to the cart. They don't have 10 minutes. You have X amount of cash that they've got to spend.

But I think that can become something really fun and you as a practice are not any less like on it and you're creating this like fun habit. If you really want to go after just the treatment coordinators, you could do a bonus. I know some people say for every warranty that you sell, you get X amount of it. But like on membership plans, I feel like a good TC should just naturally want to add this on versus it being something where I'm getting paid for everyone I do. I would probably rally the whole team for my first one, two, three months.

and pay them out like every single month because you want to keep the momentum going. So it's like the first day and then do the surprise and delight. So me as a practice, I always was surprising, delighting. So if I had someone kill it in a week at my Monday morning meeting, I'd be like, my gosh, Brad, he crushed it. You guys, he did seven warranties last week. Here's a $50 Sephora gift card. You would probably be a girl. So that's why I said Sephora. I know for you, Brad, you might want like,

Brad (16:26.126)

I love Sephora. Yeah.

Kiera Dent (16:26.352)

a pair of Nike shoes. Maybe you want some Nike shoes, right? So we're going to be like, and you go get a pair of Nike's on the company. Because what that does is the team's like, my gosh, like I want to do that, but I'm not doing it every single time. And I don't have a guarantee. They know they're going to get an Amazon shopping spree at the end of however much we get. This is a pop for the team or for whomever you want in there. But I think that's a really fun way to do it. It's not a guarantee for life. And that's why I don't really love to have this set up where it's like, TC every single time you get this, you get paid this amount.

because it's not a set warranty monthly, it's very hard to know how much I can do for every single time they have it. Also for teams, they don't like percentages just as my two cents. Teams are not going to be crazy about like, you get 1 % of what you, like, no, they're not going to enjoy that because it's too much math. They're going to want, I get 10 bucks for everyone I sell. I get 20 bucks for every crown I do. It's much easier. And what I've learned is people make it way too complicated to make the math make sense. So I'm like, sweet. I know I've got at least 650 bucks.

I can go off of that. Everyone's going to get a hundred dollar Amazon shopping spree. If we hit this goal now and anything above and beyond that guys, I'm going to add more to it. So like let's rock and roll or you take them over to the store or whatever it is, but that's usually how I'm going to incentivize, but you've got to be laser focused for six weeks to three months on this new piece, because what we're trying to do is just make it a habit for them. So they offer it every time we present it every time it becomes just a part of it. And when I get teams doing that laser focused,

And then you say like, how many patients have we served is how I probably would rack it on my back tally board. We have served this many patients and help them have peace of mind. How many patients do we think we can do this week? How many patients do we think we can serve? And the team is going to be very incentivized by helping patients is usually what I found our team motivators. Okay. I'm off my soap box, Brad. Other questions? Did that help?

Brad (18:14.574)

I absolutely love it because it adds to the culture, adds to the excitement, makes the monotony of another day at the office. It changes a lot of things. We had doctors that had done really successful team bonuses with this and they said, I'll do it in a heartbeat because I know that the more excited the team is about this, the higher acceptance I'm getting overall. I've seen my case acceptance go up because I know teams are more passionate about presenting treatment.

And yeah, I'd gladly give them the whatever percent it is on top of that. That's just, that's, that's now a team bonus not coming out of my pocket. My team's excited about, so it's, it's a win all the way around. I love it.

Kiera Dent (18:49.52)

Mm -hmm.

sure. And if you don't want to do like just the 650, what you could do is you could rally. This one does take a little more math, but you could actually put in how much we've done on warranties of like the money coming to the practice. And then you have on that, like we're going to like this pot, the bigger it gets, the more I split with you guys. So, and it could be a 50 -50 split. It could be a hundred percent split for three months, right? But just know I do a short finite amount of time because I don't want to set the expectation that this is forever, but I want

What I'm trying to do is just build habits for them. Now, if you want it to last forever and you're like, yeah, rock on, whatever we do in warranties, that's what we're going to split with the team. Just be careful because if your TC's are the primary ones doing it and your dental assistants are just kind of like lacking back in the back, there's two perspectives. One is we're a full team. We sell this together. We do it together. And without each other, we wouldn't be able to get there. Other times it's like you get annoyed as a TC of like, I'm working hard.

to get these, but then all these people split my bonus. So sometimes if I do that, I'd be like, perfect. 50 % goes to the TC's. We all know that they're selling this. They're the ones who are really doing the work. And the other 50 % gets split amongst the clinical team, because we need to be teeing it up. So you can think about different ways that you can split it. Or like what I do for leadership pots, I take the total amount and I do like an extra 10%. I just cut off the top and that goes straight to leadership. So they get that split amongst themselves.

And then the rest of it can go to the team. So the team's getting 90%, leadership's getting 10 % or 20%, but that way you're like harder workers on it are being like more motivated. Or those harder workers are getting that like $50 Sephora gift card or the Nike shoes or whatever, or the Lulu gift card, because then it's something where I am recognizing them while the whole team is working hard together.

Brad (20:37.55)

Awesome. Yeah, we actually had a kind of a bonus structure set up that from our offices and they got very excited about it and did well enough that the doctor took the team members and all their spouses to Mexico on just what they made from the warranty because they were doing so they had like 90, you know, 5 % of their patients buying it. So, yeah, so they did well and it's yeah, it could have a very positive effect on the morale and and for the team. Yeah, that's a big, that's a big difference for even 20 bucks extra for.

Kiera Dent (20:50.928)

Yep.

That's all.

Kiera Dent (21:01.488)

Totally. And it's.

Brad (21:06.798)

such a short time for someone that's getting paid hourly is huge.

Kiera Dent (21:10.672)

Mm -hmm and also doctors I agree with what Brian just said be careful because what we think is a big bonus is Different when they're making less than what you are doctor So like just make sure that the bonus makes sense for their dollar amount and don't think anything's too small And you don't need to go so large either So I think I'd run some numbers and just see before I rolled out a bonus so that way you know You're gonna be profitable on it figure out the simplest way But it's usually a six week to three month and then like Brad said I do have some offices as well where we like put some pretty lofty goals up there and if they hit it

They get to go on these really awesome trips with their spouses or with the team and they freaking love it. And so, and you're happy because you didn't have to pay anything extra. It was already covered for you and it was just slush gravy, but it was an amazing team morale boost as well. So I think in general, hopefully this podcast comes across. Yes, I know we're talking specifically down on warranty. This is how you get team buy -in when you want to roll out a new product, a new service, a new piece. And then you just figure out how to incentivize, how to make it a game, how to make it fun.

Sometimes you can give like the goat pin award. I know I had an office where we had a little glittery goat and every week whomever was like the highest one of things got to wear that goat pin for the week and then it got transferred to the next person or they can maintain it and keep like being the goat of the practice. If you don't know what goat stands for because I didn't it's greatest of all time. So there you go. You're welcome. I'll help you out. But I think all those pieces are how you can really get the team bought into this. But like I asked at the very beginning, Brad, thank you for clarifying. It's got to be so simple.

Brad (22:27.534)

Bye.

Kiera Dent (22:36.272)

and realize they're resisting because it's not part of their day in and day out. It's just like when you introduce something different, they're annoyed and they say they don't have time because they don't want to learn it. So that's why I always do a small timeframe of like, let's just do it for six weeks. Every team will commit for six weeks. And six weeks is so short. And then let's evaluate in six weeks, make it better. Cause we're going to do this for three months, but we're going to go six weeks and then we'll figure it out. We'll make sure it's super easy for you. That's all they need to know is this isn't a forever thing if we hate it. And then they'll buy into it.

Brad (23:05.613)

Love it. Yeah, that's I think the biggest thing is just that first step, that first patient, that first conversation, just getting past that and like, that wasn't scary. And that seems to be great. But it's yeah, just kind of hitting the ground running is the key. So I love it. I love all those tips.

Kiera Dent (23:13.168)

Right.

Kiera Dent (23:16.656)

For sure. Cool. All right. Well, for all of you, I hope that was helpful. Brad, if people missed it on the last one, how do they connect with dental warranty? I know if you guys missed our last episode, be sure to go listen because we talk about the benefits for the practice from a practice standpoint. I just wanted to do a second part to this where we talked about how you get your teams bought in to rolling out new things, how you can incentivize them, how you can make fun games on it. But truly, I think dental warranty is incredible. So Brad, how do they connect with you? If they want more info on dental warranty, what do they do to get to?

with what do they do to get to you? Let me be very awkward on this last part. Your turn.

Brad (23:50.062)

Yeah, so they can go to DentalWarrantyCorp .com and or give us a call at 1 -800 -691 -7234. And make sure to mention Dental A Team because we have a huge promotion that's 500 off the setup and kind of training fee. So it's just 250 to get us practice up and running. So very, very minimal cost to get going for such a great kind of payout and investment on the back end.

Kiera Dent (24:17.264)

Yeah, and as you just said that, I have like 250 to do bonuses for my team that don't come out of my overhead. Yes, please. So Brad, thanks. Thanks for asking the question. And for all of you, thank you for listening and I'll catch you next time on the Dental A Team Podcast.