Insider

Beyond COVID-19: Practice and Patient Impact

April 23, 2020 Dental Whale Season 1 Episode 9
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Beyond COVID-19: Practice and Patient Impact
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Insider
Beyond COVID-19: Practice and Patient Impact
Apr 23, 2020 Season 1 Episode 9
Dental Whale

As the dental industry prepares to re-open for business in May, practices will need to adjust to a strict clinical approach when it comes to patient and practice management. Dykema's Brian Colao lays out future dentistry best practices, new office safety protocols, and virtual, no-touch technologies that will revolutionize the way dentists and support staff  have traditionally interacted with people and performed services. 

Show Notes Transcript

As the dental industry prepares to re-open for business in May, practices will need to adjust to a strict clinical approach when it comes to patient and practice management. Dykema's Brian Colao lays out future dentistry best practices, new office safety protocols, and virtual, no-touch technologies that will revolutionize the way dentists and support staff  have traditionally interacted with people and performed services. 

spk_0:   0:08
Good afternoon, everybody. And welcome to this edition of Insider by Dental Whale Advanced Taylor. And today I have the very good fortune of being joined by my long time friend and associate, Brian Cleo, who is a senior partner with Dykema law firm and directs their entire dental unit. And ah leads other elements of their health care. And, uh, and love love that you're here, Brian. And happy to

spk_1:   0:31
have you. Thanks out that so, you know, get wish we weren't in the middle of a crisis. But, my honor, you as always.

spk_0:   0:39
Yeah, great. Maybe you can start by because obviously I know your back story. And I've seen you speak dozens of times and you're such a thought leader here in this space. And see the timing obviously, is perfect for our viewers. You got a lot of information to share, but why didn't start by giving them some of your

spk_1:   0:57
background? Yeah. You know, I've been in the Dallas face 25 years. I'm an attorney. You know, Director of my law firm, dichotomous Dental Organization group. Over the last 25 years, representing hundreds of Dennis, hundreds of dental practices represent de esos as Well, and, uh, you know, we've got clients in all 50 states and six Canadian provinces and pretty much any type of legal issue that could affect the dentist down practice, DS. So, I mean, that's gonna nutshell. We got 40 attorneys over here that I supervised. Get subject matter specialists in every type of thing that can affect the dental in.

spk_0:   1:34
Yeah, awesome. So and I've heard some of your some of your live events and and And what? Not surrounding the current climate, the Kobe situation. Obviously eso what I thought would be helpful is to get a brief update. Things are changing every day. You're obviously very plugged in and aware. So So maybe we could start with, you know, what's the current state latest and greatest like, You know, for example, I just saw I think yesterday they just approved another $310 billion or something to replenish S p A. In the payroll protection plan. There's a lot of stuff happening. So maybe what are you seeing is the latest and greatest coming out around cove it and getting back toe front forming Tennessee.

spk_1:   2:15
Yeah. So you know, starting in mid march as you know, the 88 to set the stage for all this, the a D a. Recommended that dentist only do essential emergency procedures. Shortly after that, I believe you know, somebody of one point said 90% of the country was under a shelter in place order. So as we sit here today, most dental offices are restricted to essential emergency care. In the background you had. The peaky P two paycheck protection program was passed in a 350 billion. It ran out of that money right around April 15th. Congress just approved. I thought it was about 450 billion. Maybe it's 313. Obviously, anybody that listens, it'll be in the news. The exact amount. This they just approved that second traunch of that, if you will. It's expected to be signed officially into a lot in the next day or two. So if you missed out on the first traunch of 350 billion and you were left holding the bag as a small business, you can reapply again because the 1st 1 ran out. You should reapply as quickly as you and bank that you have a good relationship with. So you get moved to the top of the queue if you don't and you go to die command de eso dot com Markova page We've listed 100 of the FDA banks that will. You don't write this loan if you don't have anywhere else to go. But you're probably advised based on the way the other one sold out in 10 or 11 days that, you know, you get your apple Asian very, very quickly. But, you know, the practices right now are limited mostly except small and full of states to essential an emergent care. They are phasing back in over the next couple weeks. We, of course, are filming this, I believe on April 22nd. So in the next couple weeks in mid May, they're gonna phase back and, you know, on opening of business of the economies of all states and Dennis Traits is gonna be right now, based on what I'm seeing, one of the first things that's gonna be open obviously giant football stadiums is gonna be last. But one of the first things are gonna allow is non essential dental procedures, not essential medical visits. You know, things like that goto regular, you know, big box stores and might not be able to shop directly in there, but the league curbside pickup of items. So dentistry is in that very first traunch of things that are gonna be reopened. So, uh, you know, in the next two weeks, that's gonna happen. And people need to start thinking about how to safely reopen their offices to make sure they're safe second addict, communicate to their patient base that the offices are safe. Because even if your officers say the patient's perception is that the worried it may not come back. So you gotta communicate that, and you gotta be ready for opening sometime around May 15 issues soak something like, if we were to take an average across the state, some places I think they're gonna open, you know, it makes first ish, but others it will be the 15 we're getting ready for. Not to use a tacky cliche, but the grand Open grand reopening is gonna be happening here in the next couple weeks.

spk_0:   5:23
Got it? Yeah. Now that that's really up. Like I have said, I hope that football stadiums aren't dead last. Um, that maybe sometime by this fall. But, yeah, it does seem like like dental started to roll. I have a question about that cause I saw, I think, earlier this week or late last week, like the Ohio Dental Association formally requested that the state team, all dental care essential other states have started that process in Montana. Do you think that's accelerating the reopened of dentistry? And is it reopening as part of, like a grander industry reopening? Or is this specifically states reclassifying all dental care is essential or is a combination of

spk_1:   5:59
both? They're gonna read class it. No, it's gonna be very specific to answer your question and your question at so many interesting things. I'll try not toe go on and on and on. But there's so many interesting points. Your ex. First of all, I've been shocked that general dentistry I don't mean emergencies. I'm talking to General Garden variety. Dentistry wasn't declared century. Okay, we've had the World Wrestling Federation was declared essential. We've had gun shops, liquor stores, golf courses, laundry mats on over pair shops. You know the list goes on of things. I'm not knocking these businesses in their own way. You to make some arguments for why people want it. We need to do these things. But why? Dentistry in the first instance wasn't declared essential, quite frankly, is shocking. I told anybody that will listen, that that absolutely shocked me. It wasn't so other than emergencies and essential care, dentistry has sort of been shut down. But fortunately, it is being added to the list of what they're calling the first phase of reopening. So in most, it's not every place. Dentistry is gonna be the first phase. And I think I don't know if they're gonna classify it is essential or what they're gonna do. But they're basically I think what I'm gonna do, to be precise is they're gonna say it's a priority, non essential business meeting. It wasn't declared essential in the first instance, but now it's a priority for reopening, and it will be included in the first phase of the reopening so people will get, you know, to go to the offices and do any type of treatment, not just emergencies. And I think what you're going to see is there's gonna be some requirements. You're going to see virtual check ins where instead of just going to the office, you fill out form by hand, walking upto front desk, introducing yourself. There's probably gonna be a phone call and you're right, the Ohio Dental Association's leading way on some of these things. There's gonna be a phone call. They're going to do all pre screening. They'll probably have your credit card payment information all lined up and ready to go in advance so literally, you know, you'll maybe text somebody like I am pulling into the parking lot and you'll get a text backs. Please wait in your cars. And then, you know, eventually they'll say, You may enter through this door and literally you're gonna walk into the dark's people are gonna have gloves and a mask. They're gonna usher you to your treatment room. You're gonna sit in a chair. They're gonna get down to business, do whatever it is they need to dio, and then you're going Get up That leak. I mean, the normal time saying, find everybody hunts and kisses, walking up to the desk, paying your bill, pulling your credit card out, asking insurance questions, you know all the things that might happen. They're not gonna happen. You're gonna get off. You're gonna walk out the door, go to your car. If there are questions you could get on the phone, work those out of there's insurance issues or eligibility issues are a question about a charge or something. It's gonna be done all over the phone. This is basically gone, Bates. You're going to get a tax one to tell you Wait in your car that it's gonna be Come on in, that you're gonna go right there, get to treatment exit thing and everything else is gonna be sorted out, you know, is what probably the first phase is gonna look like

spk_0:   9:06
Yeah, Yeah, I think that's I mean, I think those those that are doing some essential or emergency care now are experiencing that and following the standard. So,

spk_1:   9:14
yeah, have been taken to I didn't cover that, but that's another one. You may when they instead of like, hey, how you doing? A usual hug or kiss or something from your favorite staff member. They're going to stick a temperature thing in your face, and they're gonna take and then, you know, assuming you check out, don't have a fever. You're just gonna go to the treatment. That's that's probably what's gonna happen. Maybe do a glove bump or something, Maybe, I don't know. Probably not in the first face.

spk_0:   9:41
Yeah, the foot. The foot bump that he'll bump is gonna be Oh, so, uh, I want to go back to the S b A in the pee pee pee for a second because I've read conflicting viewpoints and opinions on whether or not Dr Should be bringing employees back with the TPP because they're so there's some some thought out there that, you know, once you bring them back to no longer eligible for unemployment because you've taken them off furlough. And now you're using this fund that has a limited run runway. And once that's gone, now you've got your Now, what you gonna do with it?

spk_1:   10:15
No, that's a really good question. I appreciate your letting me talk to you. You know all of viewers about this because there's a lot of confusion. Okay, this is not let's talk about what it iss. It is a paycheck protection program now. Granted, Congress passed it like a week, and it was feverish, you know, process a shotgun process so they didn't work out And that's one of the problems when you tasked legislation that normally takes years in one week. Of course, you're gonna have questions. But the purpose of it is to protect employees. It is not a general bailout loan. So here's the thing. You've got to spend the money in eight weeks, and you gotta use 75% of it on second employee salaries and pale the question. I get it. Well, how does this help me? Well, it's not. It's a paycheck protection program. It's not a business bailout program. So a lot of folks, understandably, if you were looking for a bailout, this isn't that OK. It's still good because Congress said, we don't want these people unemployed. We want to protect their paychecks. We want to give two months of a way to pay these, but a lot of people immediately started to like gymnastics to contort it or strain it after it came. And look, what if I don't break? Bring the people back until I open the office. Then I start spending the money and I've had 100 literally 100 or more conversations where I said No, this thing is not that it is set up to prevent you from gaining the system. What it wants is, you immediately brings at least 75% of the employees back. Use it within eight weeks and, you know, and they put some safeguards in there. The 1st 1 is the money is gonna run out if you try the wait until you open. The dental office isn't. You apply. The money would be gone. Now. They got a second Tron. So maybe you could get a second fight at the You know, if you if it was gone, you can now maybe get it. But you only get to do it once. So the people that have their money, the clock's been ticking. Maybe let's say they got their money the first week of April. They've got to spend it in a treats, Okay? They can't say I got my money. I'm gonna hold my money. And then when I rehired the employees on May 15 I'm gonna use the money for that. Now you can't. You have to spend in eight weeks or it's not forgiven. So the whole flight of this So then people say, Well, my employees are home. They're playing PlayStation. You know what game of wars or war gears or whatever these games are. I'm not good at it, you know? And I got him to do that. Yeah, you do. Gotta pay. And I think it's called Gears of War. But it doesn't matter. You gotta pay em to play that game because or, you know, certainly if they're on their payroll, you can assign them tasks. Oh, you're allowed to do that. But if there's just nothing going on, could possibly beef. They're getting a paycheck to play video games. But that's what Congress wanted. They said The choices are everybody lays all these people off and there on the unemployment line, and their employment's been terminated, or we're gonna find a way to bail him out and pay him. But who are we bailing out? We're bailing the employees out, not the employers. So pretty much If you've already applied for this loan, you got eight meets suspended. You gotta use it on favorable, and you can't gain the systems. That's the first thing if you haven't and now you're gonna apply well. The same rules apply if you wait too long. The second Toronto one out. You really got it. You know, the next week or 10 days, pretty much got Get your app Asian in or that's gonna run out when you get your application. And you're probably now because I got their act together. Advance gonna fund within three or four days. And when you get your funding, same holds you got eight weeks. Suspend it. If you don't spend it with a eight weeks, it's not forgiven. Now, if you want to game the system a little bit and you don't mind alone at 1% for two years that you have to pay back, you could play some games with its. But if you're counting on, you know, forgiveness and getting a loan forgiven, you got played by rules. Gotta spend it eight weeks. Gotta use 75% on a role that will likely result in employees that are not working being a signal.

spk_0:   14:16
Yeah, I love that. I mean, that's the best explanation I've heard. So that was That was beautiful. Thank you. Thank you, Brian. I think what would be helpful for doctors to think about for these dental practice owners is you touched on it a little bit. Like what? What are we paying these people to do? Well, I don't know. A dentist who hasn't who hasn't put off kick the can down the road on a myriad of honey do list items for their practice that they didn't have time to do or they're staffed and have banned with four. So let's maybe talk to some.

spk_1:   14:41
There's a lot of credentialing and red tape because I gave a weapon or on this not so long ago. People said, What if I'm not okay with them sitting at home playing video games and I'm paying? I said, Those things you can do Remember all the red tape you gotta fill out if you want. Offer a discount plan. You never offered a discount plan before and you didn't have time because you're like, Hey, are opera Tory's air filled? I can't dedicate staff members. Still, all this paperwork out and goes a little. Now you can What if you want to enhance the patient finance programs they offer, but you gotta get a whole bunch of paperwork filled things out, go back and forth with the banks. Now is the time you can do that What if you want to, you know, upgrade some of the other platforms and administrative stuff you don't. Vance, in another life, you know, you worked for Henry Schein one. And they had software, platforms and other things. What if you want to take a look at it, upgrade your software or doing some things that was going to be time consuming pre cove it now post Koven, You can sort of laid the groundwork for that. So I don't think if the owner of the practice thinks things through properly and it may take the owner you know, a day or two to get their thoughts collected and think about everything. But if the owner and maybe their office manager brainstorm for a day or two, maybe you got a brain storm over Skype or on the phone because you're not allowed to be together. But if your brain starts storm for a day or two, you actually and find a lot of onerous, laborious tasks that you can pats, you know, have your employees dio. And if you are paying them to sit at home because that's the good news with this, you know, the bad news is you got to spend it within eight weeks. The good news is, if you are spending it on the employees and they're on their payroll, you can put them to work at their house. You absolutely can sign stuff to them in a And they have to do it because they're still employed by your organization and being paid.

spk_0:   16:30
Yeah, Yeah, there's a lot. Me not, I don't know, many dental practices that aren't sitting on some size or another.

spk_1:   16:35
Advertising are being s right out. I'm thinking of other things. Advertising market. You could revamp your marketing plan, something that's gonna be critical. You didn't maybe asked me this, but I'm volunteering. It is. Patients have to be satisfied that it's safe to go back to the debts. When you reopen and I'm writing an article on this one, your office has to be safe. Of course it needs to be safe. But even if your office is safe, if you don't communicate that to the patients and they got doubts, they're not gonna come back. So right left. So you this is the time to come up with a marketing plan. First of all, what are we gonna do in her office to make sure it's safe. Let's get up to date. I mean, these are things employees could do at home. What are all the protocols? What is Oh, saftey ASAC society for the sepsis prevention recommend was the CDC recommend was the 88 recommend. Let's get our protocols for how we're gonna make sure the office is safe, sterile, sanitised. And then to how are we gonna communicate that toe all our patients? Are we gonna update all our social media? Are we gonna run some ads? Radio? What are we gonna dio? Let's get our act together right now. If you're paying the patients to be at home, you know, there's just some things that come tomorrow.

spk_0:   17:48
Yeah, I think there's There's lots of evidence to support that. I know for like for dental whale are our digital marketing solution has been spending the bulk of its time on those types of campaigns for our customers getting there. Yet getting the messaging ready before was messaging about their scheduling and their new new model for emergency care. Now it's how do we prepare to communicate their work sterile and safe and ready to reopen on new policies, procedures to improve patient experience. So, yeah, I mean, that's that's what

spk_1:   18:14
they want some update their intake for I mean, normally nobody. Oh, my God. We gotta, like, go through now you're sitting at home. Peck. Yeah, Pull out the intake forms and let's red line Amore. Let's end it up and let's get him all set and ready to go. I mean, this is exactly the time to do

spk_0:   18:31
Well, I can tell you, I can tell you slipped your dental operator hat on now. And you're just thinking and thinking about all the ways you could be effective and efficient. I love it. We could get a hold of the webinar on. That is there is. There is just a tongue to dio and ah, and

spk_1:   18:45
with not a pay these people to be at home. There are things you do things that will be value added when you reopen the office and all your intake forms were done and you're now eligible for a discount plan. And now you've got constipation finance options all set ready to go. Those will be immediate value adds on day one. But if I told you, do it when your office is under normal operations, Nobody steps. But now you do it. Yeah,

spk_0:   19:12
the are why they are. Oi. Statement. A statement is a much different now because there's very little cost. So all right, that, I mean, this is this is incredibly helpful. I'm sure our viewers are getting a lot of value out of this. I wondered if we could, as we start to wind up care, talk a little bit. I think you've actually hit on some of these unsolicited. So you're ahead of me and reading my mind as as per usual, Brian. But I think it be helpful. Toe, uh, you know, prophesized a little bit where we think the industry looks, how it looks tomorrow from 33 perspectives, you know, dead practicing dentistry, the actual clinical practice of dentistry, the way dental businesses are managed. And maybe what the patient experience looks like. And like I said, I think we've touched a little bit. So maybe you could just share with us your thoughts and how you see this shaking out year to three years.

spk_1:   20:00
Yeah. I mean, there's there, several, you know, uh, issues here, long term. It's gonna be fine. If somebody is like my kids and down school, My sisters in dental school, my sister is gonna become a hygienist. Oh, my God. What's the future? The future is great if you're gonna be a hygienist. Absolutely. Go through that. You're gonna be a dentist. Absolutely. Go through with that right now. Great profession. I think you know you're going to see, as I've talked many times before, the consolidation of the industry to De Esos is gonna continue all that long term is gonna continue. There's not gonna be any issues. Dentistry has historically been recession proof on the only thing unique about this only thing that made this difference is the first time. And this is a bad year for me. Fast. I'm gonna be 50 in November. Of the only thing that's different about this is this is the first time in my life anybody else. Most of folks in dentistry is lifetime. That the government told you you can't go to the dental office. I was sitting there on September 11th. I was in dentistry. I don't want to make life. That's a horrible thing in New York. But September 11th is going on, and it's a crisis in New York and around the rest of the country. Everybody's going debts, you know. They're still goat. During the financial collapse of 2000 and eight, people are losing their houses. They're losing their jobs. Unemployed people are continuing to go to the debts. I mean, almost every other you know, crisis that we face. People went to the debts. This was the first time the government told you you can't. And that's the reason that they didn't go. But long term dentistry is going to continue to be virtually recession. For this got bright future. It's gonna come back from. The interesting question, though, is what happens immediately. Well, the next three months, you know there's gonna be this post Covic, you know, Is it safe to go back is not. And the game is going to be if you're a dentist, one to make your off state first to you got communicate to everybody that safe. I think your offices will fill up. It may not be on day one that they're around the corner, but slowly but surely they're going to start to fill up. And also you've got to you know you're going to see a lot of, um, emerging Trans Vance like there's trademarks on the lawyer. I've been following some of the dental related trademarks. You're seeing things like virtual waiting room, no touch experience, no touch feet payments. These are things that are being trademarks, which means some of the vendors are gonna roll this out where it's gonna be like, like, you know, just like you can say Right now, my office participates in Invisalign, and that's a very well known trademark. And everybody knows what that IHS you're gonna say. My office participates in no touch payment or my office participates in the virtual waiting room experience. And that's gonna mean like maybe your car, you get taxed. Or maybe the waiting room will be changed where, instead of having open seeding, there's little cubicles and they're just like if you go to the grocery store, your once a week trip to the store, there's plexiglass lacking people. I mean, you're gonna see situations like that in the short term. Now we don't know on we're all praying that we get a vaccine or treatment. And this thing, I mean, maybe it's not gonna go away tomorrow that the next several months they'll be ineffective. Treatment like Tamiflu was from regular flu or vaccine or something. And when that happens and there is a treatment for this, then people could start to go back to probably business as usual. But in the end, the two interesting questions are In the immediate short term, you're going to see virtual waiting rooms, touchless payment, touchless waiting room experience. You know, things like that happen And the question will be when were allowed to return to normal. When when all this stuff is solved, even if that's a year from now or whatever is, are people gonna go to normal? Or are people going to say, Hey, we love this technology. I like the note such Phoenix, I like this. So even though maybe I'll give it, I'll give somebody a hug because I miss doing that. Now I'm allowed to get ups, But other than given on the hub, I want to do the no touch team that keep doing all this other stuff because this technology is terrific. That's gonna be you know, the big question that

spk_0:   23:59
Yeah, I think I'm gonna I'm gonna let I'm gonna allow it. I mean, allow us to deviate down a little bit of a rabbit hole because I think I think we're a little longer than we normally like to do for these, But nobody nobody, nobody ever gets tired of listening to you, Brian, that I'm sure.

spk_1:   24:12
My wife, That's my wife.

spk_0:   24:13
Okay, with one on one exception. What you're she's quarantined with you. So? So we're on. We're all sympathetic to her play, but I think one of the things that I find really fascinating, not just in dentistry I'll give you, could be a really obscure example. I had to go pick up a golf club. My girlfriend had the unfortunate birthday marks the first this year. So I got her a new gap, wedge and, uh, hand, but that there was a golf store, brick and mortar stores. So I had to get it online because Amazon wasn't shipping for like, two weeks is not essential, and I had to go parked curbside. They brought it out and delivered in springtime in anywhere, but especially Utah's big, big golf sales season. And so I asked, the kid had brought it to my trunk. I said are you guys doing okay with the lack of businesses? Like we've never been busier? Is that not only are we super busy people love the curbside pickup, they still gonna come get it the day they ordered. And we only have two people working in the store. So when you think about, like, the expected production fall off, maybe it wasn't as bad as you thought, but the operational expense decrease was massive. Maybe people take a new look at the business, their new lands on a go forward basis. Maybe they completely restructure the way they're they're doing business. So But that in mind, maybe, Like, what are some of the the outcomes you think for dentistry specific that change the operational model, outsourcing things like,

spk_1:   25:25
Yeah. You know, it's a really great point. I mean, a lot of offices have front death people and other folks, you know, and I like that. You know me. I speak at conferences. I like to shake hands and un people. Some people I kiss, you know, I like to do this. I like to see friends that I know and colleagues in the industry. I like doing. That s so I'm a big personal type person. But the reality is even before pre coded some of the interesting AI artificial intelligence and other things have demonstrated to us. And if you look at even Amazon's business model and some other things in personal as it may be with drones and other things, people have have demonstrated that some of this overhead is not needed. And I think a reality of lasting reality is gonna be some positions, maybe permanently eliminated. You know, even my law for you know, we ended up. A lot of the folks that faced the public are furloughed at the moment they're doing this, But the $1,000,000 question is gonna be a long term if it's demonstrated that you can really get by without certain, you know, elements there, and some of this touchless and virtual stuff works really, really well, you may see a more streamlined operation, and you know it's gonna be long term good. I mean, in the short term, there might be some folks that are unhappy that their positions are eliminated. But, you know, dentistry is such a growing business. If your front desk position is eliminated, believing we could probably find some other use for you, even if it's not at the current practice. You know, to do something somewhere, somewhere out there, so many exciting things going on, a dental whale and all the things going. Believe it. There's tons of positions for skilled dental employees doing things besides working in solo practices. So I think even if you're one of those positions that's eliminated, there'll be other opportunities for you. But but for the individual offices, if you're paying, you know, 100,000 or a couple for an individual practice a couple $100,000 of overhead a year, and suddenly you find out that the tech, the patients and we'll have to see. But the patient's lovely in their car with these tax, they absolutely love it, Even though it's safe to come back in, they got their eye pangolin. If you need your listening to classic rock from the eighties, I don't know what everybody else listens to let you're listening Led Zeppelin or something for me, but you're listening to your music and your you know, your rocking out in your car and then you get a text. A. You can come in now. And you like to know what? Instead of shutting off my music, you know that I was really having a good time. I would normally have to go to a weight room. Now it's quiet. I can't sing along to my songs. And actually, I gotta be professional in this waiting room. And then I got us wait and meet some magazine, and then they call me and then I get to come in. You might think no. In my car, listening to my iTunes, this is much funner. I'm having a better time in my Clark's, and then they text me and tell me exactly when I could go to the treatment rooms. If it turns out that patients embraced this and they really, really like that better you can eliminate a lot of overheads. And that's gonna make practices a lot more profitable when they return to freak over in numbers.

spk_0:   28:29
Yeah, we re balance the amount of your square footage. It's producing dentistry. Turn every waiting room to an opera, Torrey that the,

spk_1:   28:36
uh the U. N. General conferences. Sometimes I mean, I lock and I see you a lot, and I've seen you at the are. You know, you and I had drinks. I think over there, that well, I was thinking of the cosmos. I'm sorry. Um, and I had drinks at the chandelier bar there. If you go to the Cosmo and you look at their sports book versus if you go to the Mirage or the Bellagio nominal, I love to go to Vegas. Bet on NFL games. I do like the Giants sports book with all those desks. I like that. But the consumers have spoken or the customers have spoken that you can have a magnificent hotels like the Cosmo where you go in there and their sports book is like a desk with a couple cubicles and you place your bet and you walk away. They have eliminated all of the overheads associated with the sports book. You know, maybe I'm just dreaming in Vegas. I can't wait till we could go back some day. That's or the practices. If it turns out that the patients really embraced the wait in your car and do your own thing, or if you're dental offices, part of the strip mall, you can shop at some other places will text you when you're off. You know when you're actually ready for your treatment. If people embrace that just like the Cosmo did of cutting all that over at insane sports put volume as they were anticipating with one little desk with two people you could end up in the dental office. You know, basically, you know, getting rid of you, eliminating the positions of a lot of overheads and being more profitable long term. I mean, we will have to see if it turns out that people are like, No, I don't like to wait my car. I want to be back to normal than maybe what happens is after a brief transition period, everything turns back to normal. But I bet for a lot of offices, a lot of patients you're gonna, you know, you're gonna embrace some of this new technology permanent.

spk_0:   30:24
No underhand percent agree. So I think that's a perfect bow tie on what was a great conversation. And I'll tell you what. I appreciate you doing this next time with the Cosmo. The first round's on me at the shin.

spk_1:   30:34
Absolutely, absolutely advanced, Miss, You hope to see on person Certainly. Sometimes before too much time goes by. Thanks for having me. Really enjoyed that.

spk_0:   30:43
Yeah, Our pleasure. Thanks so much, Brian. All right, we'll see