Orthodontists’ Edge: Harnessing Story, Strategy, State for Growth

[00:00:00] Welcome. You're listening to the Grow Ortho podcast presented by HIIT. This

[00:00:05] podcast is dedicated to orthodontist who want to stand strong in their market

[00:00:10] and be leaders in their community. Now, on to today's show. Before we dive in I

[00:00:17] need to ask everybody's permission with out. Do I have your commitment? Say I. What are we talking about today? I mean whether it's from the Fish Bind team you know whether it's

[00:01:42] from us. What are we talking about here? We're talking about how do we how do we

[00:01:45] get better right? How do we unlock shower last night and go, well, we don't have to do that today because we showered before, right? So that's what we're going to talk about. Hopefully we can give you guys some perspective, some nuggets, some pearls, whatever you want to call it and take

[00:03:03] them home. What are we talking about? tree Does anybody know the answer? I?

[00:04:24] Give it up for our Story. Story. State.

[00:05:40] Anybody?

[00:05:41] Strategy, anybody?

[00:05:43] Nobody.

[00:05:44] Interesting.

[00:05:45] Who says story? Shake your body out a little bit get some blood moving maybe give a high-five to somebody next to you and Then the person next to you the person next to you I want you to look at the person next to you look them right the eye and say you freaking rock go All right

[00:07:02] Now all jokes aside all jokes aside does anybody feel better for playing along. All righty, that's it. Just kidding. Now, I'm going to pass this to Luke in a moment, but I firmly believe that if you want to change the story you tell yourself, you want to change your strategy, be cognizant of the state that you live in. If anybody's had the pleasure to operate or talk to or engage with any of the Fish Bind team, what's the common denominator?

[00:08:22] Everybody's got a big smile.

[00:08:23] Everybody's happy to talk to you.

[00:08:25] They're in a good state.

[00:08:27] Look at the strategy in their business. because there's two sides to each person. Okay, it doesn't mean we're bipolar, at least I hope not. But I'll give you a simple analogy. I wake up at five o'clock Monday, Wednesday, Friday. Me, Harrison, Matt, and one other guy do a workout. Our trainer's name is Grenade. I don't know if that gives us more cool points.

[00:09:40] Grenades got great state.

[00:09:41] Grenades got a great state.

[00:09:42] I call him the Black Tony Robbins of workouts. 200 best sellers, why do another one? And I think it goes back actually to this quote, you got to love what you do, why does he keep doing it? What's John Maxwell's why? You got to love what you do. He may not love waking up that early, but does he love the result when somebody comes up to him and says, hey, I read your books, I heard you on stage, I changed my life.

[00:11:02] For those of you who go to the gym,'t grow really for the first four years, oh, we just can't hire good people. That's why we can't grow. Well, really, I had to look in the mirror and the problem was me. I sucked, so I hired sucky people, right? I had to change me, seriously. And you can talk to the people,

[00:12:24] you know, now we've been going for nine years. We really started growing in 2018. So discipline, you got to stick to your commitments. Mike Tyson said, discipline is doing what you hate to do, but doing it like you love it. Do you always want to call that problem patient or that person who might be a bad patient and this might be a tough phone call? Guess what, you have a chance to wow them

[00:13:41] to make their day special.

[00:13:43] Mike Tyson probably didn't like waking up at 3am,

[00:13:46] running every morning. talk about the three parts to a breakthrough strategy story in state. I think when it comes to challenges, challenges are either going to put somebody on a springboard and take them to the next level or challenges are going to put you out of business and put you into a tough place. So I think there's three, let's call them questions that we're always subconsciously

[00:15:02] asking ourselves when challenges come about.

[00:15:05] The first question is, what are you going to focus on? What do I have? What's missing? What does it mean? Is this a challenge or is this growth? And the third question is, what are you going to do? Those are the three questions. What are you going to focus on? What does it mean? What are you going to do?

[00:16:20] What are you going to do?

[00:16:20] You got the angry mom.

[00:16:21] What are you going to do?

[00:16:23] Bob your head and say yes, right?

[00:16:25] My best advice.

[00:16:26] What are you going to do?

[00:16:27] Be like Nike. You know, nobody makes any money in these things, right? I actually took in rain with it and did okay. But the point being is my up line in the top of the pyramid every day told me, the only way you fail is if you quit. The only way you fail is if you quit. And the only times people fails because they quit too soon. Is it accurate to say that some people's marketing efforts may have an impact in their

[00:17:42] business faster than somebody else?

[00:17:44] Is that accurate?

[00:17:45] Of course it is. puts it on his mantle and this guy comes over and says, what's that? And he said, well, I think it's a big crystal. The guy said, no, that's like the biggest diamond ever. And so he gets it checked out, it's a diamond. And then he becomes like a gazillionaire because his land had all these diamonds. So the principle is, you know, grass is not always greener

[00:19:01] on the other side.

[00:19:02] Oh, to grow, I gotta go buy this new location.

[00:19:05] But my practice is only doing 500K. Long story short, who here remembers like phone calls they had five years ago? Anybody? Yeah, I mean, I had phone calls this week, I don't remember, right? I gotta go back and look at my notes. This phone call, I still vividly remember today. And I was at an event in Nashville, I get a text message, hey, we need to talk, I go outside, make a phone call.

[00:20:21] And it was like one of the worst phone calls

[00:20:23] I had ever had as a business owner.

[00:20:25] It just was not good timing. and said, how do we improve? How do we bring accountability and transparency to what we do so we can really bolster up our framework? And I don't think any, I know I didn't think this, but you know, you came back this year after some people helped massage the relationship and Kyle Sparkman's like, you need to talk to Carter.

[00:21:40] I'm like, do we know the same Carter?

[00:21:42] Cause I'm not a sure, I don't.

[00:21:44] But we did and we linked you and then look what happened. Today, we have hundreds of clients and it's not me. It's the whole team that makes up hip that makes this happen. But I think first to go back to believing,

[00:23:00] if I didn't believe it was possible,

[00:23:02] if Justin didn't believe it was possible,

[00:23:04] if Harrison came on board and didn't believe it was possible,

[00:23:06] it wouldn't have happened.

[00:23:07] And it's the long game, right? I'm always thinking and I don't know if you guys consider yourself your worst critic, but I think I am. Some days I'm like, man, people are telling me, congratulations. And I'm like, I haven't done anything. I'm still like, I think and how can I grow and how can I get better?

[00:24:20] And I think this quote says it best, And you've got to make changes. Like I said, we kind of changed everything and overhauled everything starting in 2018 and through COVID and we're still making changes. Like half the people in the back of the room at HIP are new. You know, that's a completely new role in HIP.

[00:25:40] And so you've got to listen and be plugged in

[00:25:44] and know how to make the right changes.

[00:25:47] And that starts really with taking inventory. two avatars, if you will, two types of orthodontist, two types of practitioners, if you will. The first one is what we call the status quo orthodontist. The second one is what we call the easy grower. You guys said I could be candid with you, right? All right.

[00:27:00] So who's the status quo?

[00:27:02] What's the status quo orthodontist?

[00:27:03] Well, first off, I should say, we got softened in a little bit.

[00:27:06] Yeah, soften that up a little bit. right? You can do what you want. You can travel. Put your kids through a nice college, right? I have a feeling and correct me if I'm wrong, I don't think anybody's in this room because they want to be average. All right, good. So what is the status quo worthadontist?

[00:28:21] The status quo worthadontist, I think it Ben Fishbun. And thank you for playing along, but one of the best things I ever heard from Dr. Ben, and please correct me if I'm paraphrasing this incorrectly, is I said, Dr. Ben, what

[00:29:43] was one of your secrets?

[00:29:45] And he said, do you know where I'm going with this? And that's it. What does the status quo person say? I have to be in charge of management. I have to be in charge of a troll. I have to be in charge of payroll. I have to be in charge of collections, or maybe they get a little naughty and have their wife do collections. Right? Really, really dance with the devil on this one. I think the big thing there is like,

[00:31:00] how do you grow if you don't have people around you

[00:31:04] that you can trust to help you grow?

[00:31:06] Right.

[00:31:07] You know what I mean? Yeah, yeah. You spicy. So, watch out for Eliza, right? What's the common denominator with all these awesome people? They have a good state, they have inspiring stories on why they can get shit done, right? And look at the strategy, you guys saw it today. That's an easy grower.

[00:32:20] So, if you guys want to emulate easy grower, spend your time with these people at the short

[00:32:24] amount of time that we do.

[00:32:26] And uh...

[00:32:27] Well, that doesn't want it more than you want it for yourself. It'll never work. So how do you make an impact on someone if you can't impact or grow yourself?

[00:33:40] You know, I think you have to lead by example.

[00:33:43] I can remember when Dr. Ben was like showing up and working on Saturdays and like

[00:34:45] Yes, there's a smarter strategy, but building something that is worthwhile, it's going to be hard, it's going to be blood, sweat, and tears, it's going to take time and you've got to lead by example.

[00:34:50] I remember remembering this story. If you know me, I talk about athletes even though I don't play any sports.

[00:34:57] That's kind of weird. But I guess I'm like living through these people or trying to.

[00:35:03] I used to watch every video of Kobe Bryant, employing your team, you can bring them along, whether it's your team, you know, bringing along patience. I mean, you have an opportunity

[00:36:21] to create this ripple effect of positive change.

[00:36:25] And so that story with Kobe, with me. So Luke was talking about growth. We're talking about impact and I'm going to hopefully put a bow on all this. And one of the most memorable things I learned and remember from Tony Robbins or what he talks about are the six human needs. Has anybody ever heard of these things? Awesome. Good. All right. Well, I'm not Tony. So go watch his videos and you can get the

[00:37:43] full gamut, but hopefully I can give you some n doing an unhealthy way. So that's the first need is the need for certainty. The second need is the need for uncertainty, variety, right?

[00:39:05] Imagine if every day you felt like you were just walking down a treadmill,

[00:40:05] getting connection from a cat, right? But you need some sort of connection. And the fourth need, the fourth core need is the need for significance. In some way, shape, or form, we all want to feel

[00:40:13] important. Want to feel needed. Want to feel like we've been able to, I don't know, help somebody

[00:40:19] in some sort of way, right? Maybe you get your significance by being an orthodontist and seeing moment. You guys ever been around extremely wealthy people, billionaires, maybe multi-millionaires, they got a private jet, but they're like the most unhappy people in the world. You ever met somebody like this? What a shame. Why do they feel this way? Why do they have everything they can ever need, but they still operate in a poor state? It's because they haven't

[00:41:42] met the last two needs of the spirit. And the last to leave you guys with is number one, take an inventory of yourself. All right? Everybody out of these six needs, everybody is going to, going to kind of prioritize one of these, right? There's people who are got to have the significance. There's people who have to feel certain.

[00:43:00] There's those crazy people who have to go jump out of an airplane to feel excitement.

[00:43:04] Where do you play?

[00:43:05] What's your biggest need?

[00:43:06] There is no right or wrong.