The Chris Voss Show - The Chris Voss Show Podcast – Chris Pistorius: Helping Dentists Succeed in Online Marketing

Episode Date: May 3, 2024

Chris Pistorius: Helping Dentists Succeed in Online Marketing About the Guest(s): Chris Pistorius is an expert in local marketing and the founder of KickStart Dental, a top-rated local marketing agency in the United States. With over 20 years of experience in the field, Chris has refined marketing strategies that drive real growth for small businesses. He has worked with online giants like Google, AOL, Time Warner, and MapQuest. Chris specializes in helping dental practices effectively market themselves online and attract new patients. He is also the author of the book "The Ultimate Guide to Internet Marketing for Dentists." Episode Summary: In this episode, host Chris Voss interviews Chris Pistorius, the founder of KickStart Dental and an expert in local marketing. They discuss the challenges faced by dental practices in today's competitive market and the importance of effective marketing strategies. Chris shares insights from his book, "The Ultimate Guide to Internet Marketing for Dentists," and explains how his agency helps dental practices untangle the complexities of online marketing. They delve into topics such as SEO, social media advertising, website design, and the importance of building relationships with patients. Listeners will gain valuable insights into marketing strategies that can drive real growth for their dental practices. Key Takeaways: Dental practices face increasing competition, and it is crucial for them to have effective marketing strategies to attract new patients. Local marketing is essential for dental practices, and strategies need to be customized based on the demographics of the target market. Building relationships with patients is key to successful marketing, and social media platforms like Facebook and LinkedIn can be effective tools for reaching and engaging with potential patients. Websites play a crucial role in marketing dental practices, serving as a hub for all marketing activities and providing a platform to showcase services and build trust with potential patients. Tracking and analyzing the quality of leads generated through marketing campaigns is essential to ensure a return on investment and make data-driven decisions. Notable Quotes: "Dentists just want to be dentists most of the time. But you're also a business owner, and you've got to do everything you can to make sure that your business is successful." - Chris Pistorius "Marketing does cost a little money, but if it's not a sprint, it's a marathon. You've got to be committed to it for a little while." - Chris Pistorius "Your website needs to be able to tell people just enough to get them to want to raise their hand and take the next step." - Chris Pistorius Resources: KickStart Dental - Chris Pistorius' agency website To listen to the full episode and gain valuable insights into effective marketing strategies for dental practices, tune in to the [Chris Voss Show](insert podcast link). Stay tuned for more enlightening conversations with industry experts.

You wanted the best. You've got the best podcast. The hottest podcast in the world. The Chris Voss Show. The preeminent podcast with guests so smart you may experience serious brain bleed. The CEOs, authors, thought leaders, visionaries, and motivators. Get ready. Get ready. Strap yourself in. Keep your hands, arms, and legs inside the vehicle at all times because you're about to go on a monster education roller coaster with your brain. Now, here's your host, Chris Voss. Hi, folks. This is Voss here from thechrisvossshow.com.

The Chris Voss Show. There you go, ladies and gentlemen. There are ladies and gentlemen. That makes it official. Welcome to the big show. We certainly appreciate you guys coming by. Thanks to our audience for tuning in. As always, we couldn't do it without you.

For 16 years, nearly 2,000 shows, two to three to four episodes. We're doing four today. Episodes a week. We are the Netflix of podcasting. You can find just about anything you want to binge on. If you want to watch like 200 shows of romance novels,'s probably three or four hundred but you can do that if you want to hear a bunch of political history and argument over politics you do that as well we just had a great Eddie God jr. on the show you want to I

don't know any book you want fiction novels nonfiction it's all on the Chris Foss show we appreciate all you folks that consume the show regardless We get like a 96% Consumption rate So evidently you guys are just binging the whole damn show But just so you know There's segments if you want to cruise them As well over there We always have the smartest people on the show

Who share with you their journeys, their mindsets Their things they learn through their cathartic moments And help you with the stories of life And as we always say on the Chris Voss Show Stories are the owner's man. It's life. Today, we've got an amazing young man on the show. We're going to be talking to him about some of the work he does.

He's also the author of a book that came out in 2014 called The Ultimate Guide to Internet Marketing for Dentists. All you need to know to effectively market your dental practice online. Chris Pistorius joins us on the show today. We're going to be talking to him about his insights and everything that went into the work that he does and how he can help you be better. He spent over 20 years refining marketing strategies that drive real growth in small businesses. He has a background with online giants like Google, AOL, Time Warner, and MapQuest, followed by a successful track in running one of the top-rated local marketing

agencies in the country. He brings a wealth of knowledge on helping small businesses untangle the web. I'm still trying to do that, actually. And he's the author of the latest book there aforementioned. Welcome to the show, Chris. How are you? Hey, Chris. I'm good.

How are you doing? There you go. I found your bio at the last second. Yeah. I was going to say that was a pretty good guess if you were guessing. Yeah. I just made it up, so I got close. So there you go. I found your bio at the last second. Yeah. That was a pretty good guess if you were guessing. Yeah. I just made it up, so I got close. So there you go.

So welcome, Mitchell. Give us your dot coms. We're going to want people to find you on the interwebs. Yeah, website is kickstart, like a motorcycle, kickstartdental.com. There you go. Sounds like what my ex-wife does to me every morning. Kickstart. I don't know what that means. There you go. Get out what my ex-wife does to me every morning. I don't know what that means.

There you go. Get out of bed. Get to work. Chris, give us a 30,000 overview of what you do over there. Yeah, so I've been in local marketing for over 20 years. You're announcing my bio, which ages me when you start throwing out companies like AOL and MapQuest. Remember when we used to, driving directions weren't built into our phones and our cars. You had to actually like print out MapQuest maps.

Oh, yeah, yeah. Yeah, that's back when I was working there. So, yeah, I've been doing local marketing for a long time. And about 15 years ago, I decided to stop working for another company or another agency. And I created my own. And we've, you know, in the beginning, we took on all kinds of clients helping car dealerships or lawyers or attorneys. And then we niched down to just dentistry. And so that's what we're focused on today is just helping dental practices, get more new patients, the kind of patients that they want. But a lot of those

things that I talk about marketing wise, Chris, are really applicable to any type of local business. So that's what I do. There you go. Marketing is important, especially in today's age where you and I might have grown up. I know I did in the age where they used to dump a giant phone book on your porch every year or so. And, man, if you weren't in the right place on those yellow pages, you didn't have the right size ad. There's always the famous lawyer

that would always buy the back of it. You're out of business. Now you've got the internet and you can game it a little bit easier. But it's a complicated game. Yeah, the problem is that there's about 5,000 places a local business can advertise online. Back in the days where you were talking about, you do some direct mail, maybe you get your ad in the yellow pages and you're done.

You don't have to be all that strategic. Now you've got to be a little bit more careful, a little bit more strategic because everybody wants to take your money. But I can promise you that not everybody's going to get you results. So that's why I created this agency was to try to fill that gap and help people, you know, local businesses really understand where it is that they should be marketing themselves. Yeah. And dentists need a lot of help because, you know, they're good people, but it can be tough being a dentist, I hear, because they aren't running in there to meet you. Yeah. The thing about it is that there's more competition now than ever for dental practice there's tons of them corporate dentistry is a thing now so these big corporations are buying up individual dental practices so your local practice that you think you know dr xyz's

owned for 50 years might now be owned by a corporate dentist you don't even know it so there is there is mounting pressures on them and you know know what? Dentists just want to be dentists most of the time. And it used to be you open a dental practice and if you build it, they will come. That's not the case anymore. You've got to really know how to market a dental practice and how to get yourself out there. You're going to struggle. Yeah. And of course, ranking on Google, ranking on search engines, being, you know, ranking on local search engines, you know, it's kind of, I think their game is kind of a little bit like attorneys, right? They, you want to try and get the local area because, you know, it's a little hard to do dentistry for people across the, across the nation, unless you got an office there. Yeah, you're exactly right. It's all about local for these guys.

And it's just, it's tougher than it used to be i mean everybody laughs about the yellow pages like we just did but they were effective then and it wasn't it wasn't too strategic just as long as you get your name in the alphabet in the right spot and bought an ad here or there you're in good shape yeah back then it was like you always named your company like aaa something triple a plumbing or something and then you're like you get the you get the yellow page and you're like damn it they bought the whole page ad and we bought the half page ad yeah you're stuck with it for a year yeah you know that it's funny when you mention that the

philosophy hasn't changed much it's now it's like whoever's on the top of google gets all the calls right it's not alphabetical of course but it's always like that top person because people are lazy and they don't want to look all around they just want to find that first result you can be a serial killer put all your dead bodies on page two of google and no one will find them nobody would know even the fbi where the dead bodies around here somewhere but i don't see them on the first page of google one so yeah i can't even remember the last time i i clicked i think the only time i click over the second page of Google is when I'm seeing our search results. I'm like, what's going on with our thing?

It's about the only time I've ever clicked the second thing. Yeah, and Google's getting a little crafty. Now it's just like one big long scrolling page. You don't actually physically go to a second page. So they're testing that. So sometimes you'll get those results. And see, I don't know that because I never scrolled down yeah exactly that's right you know you got it tells you what you need to know yeah and then constantly google's changing the game too right every time you think

you have your seo dialed in or whatever you know google's yeah that's all gone we're doing something different now yeah they've called an algorithm and an algorithm is just a fancy word for rules and there's really you know they change their rules so they can constantly have fresh content come up because they don't want to keep showing the same stagnant results over and over and over so they change their rules on how people rank and it's the jobs of people like me and my company to stay ahead of that game and make sure that our clients are always showing up no matter what happens there you go in dentistry you know you gotta you also have a positive message because you know when when i get dentists are like hey you

want to go to the dentist i'm like i don't know is it time for my prostate exam it's a hard choice right there yeah coin flip there but i mean at least i don't know there's a joke there somewhere but so tell us what are some of the ways that you give us a little bit more in depth without giving away the secret sauce of one of the ways you work with dentists and and help them and of course maybe some of this is applicable to other sort of marketing yeah you know it's we customize everything because what we found early on is that what works in LA isn't going to work necessarily in New York or Louisiana or wherever. Demographics are different. People use the Internet differently and they search different ways, right?

So we have to do some research on the demographics of whatever market we're going into with a dentist. And then we customize a plan based on those demographics to make sure that we get our client's message in front of the people that's most valuable to them. So sometimes, I mean, almost always there's an SEO campaign involved to increase organic visibility on Google, Yahoo, Bing. Sometimes we do paid advertising opportunities like with Facebook or Google. We do some display advertising. We do retargeting, which is if you went to a dentist's website, for instance, we'd put a cookie on your browser. And then when you left their website, we're going to show you ads if you're like strolling through Facebook or something just to kind of remind you to go back there and schedule an appointment. So we even do a little bit of direct mail. It's kind of cool, though. We use direct mail in a sense where if somebody goes to one of our clients' website, we'll send them a postcard in the mail because we have some technology that will identify the name and the physical address of the person that visited your website.

A little scary, but we can send them a postcard and follow up with them. So there's a lot of different things that we can do. It's just really whatever is going to make the most sense for our clients goals plus the you know making sure people come back reminding them of hey you know we've been seeing those bags of candies you've been eating on facebook at halloween and you're probably due for at least you know you know root canal or two yeah we call those reactivation campaigns and a lot of a lot of dentists overlooked that because they're all about all right get me more new patients more new patients that's great and that's certainly part of what we do but we've got to make sure we lock the back door too so we can keep those patients going back to you

and so if somebody hasn't been in in six or seven months we're going to send them an email text message phone call whatever it may be try to get them back scheduled in definitely definitely dentists and dentists have you know it's it's a thing where people, you know, they're like, hey, do I want to go in the dentist or not? Do I want to deal with this? And all that good stuff. So being able to determine, you know, how to get people back in, how to get people involved is really important, I should say.

What do you find most dentists, what are some mistakes that dentists are making right now that you see that, you know, maybe some dumb things that they, dumb things, I'm shaming dentists right now. Maybe, I don't mean to do that. Sorry, dentists. I just lost the five dentists that listen to the show. What do you think dentists are doing that they could do better

with their marketing or maybe some mistakes they're making? I think the biggest mistake they make is doing nothing. I call it kind of ostrich marketing where things get a little overwhelming. You're not sure what to do. Your new patients are going down. They've always been great. There's more competition. And instead of being aggressive and taking more action, they kind of just put their head in the sand and hope for the best.

And that's the biggest mistake. You've got it's just, you got to figure it out. You got to be proactive. And, you know, I know dentists want to be dentists and I totally get that, but you're also a business owner and you have employees relying on you and, you know, you've got to be responsible for them and you've got to do everything you can to make sure that your business is successful. Yeah. I mean, it's. Yeah. And a lot of people are like that. When you're an entrepreneur, you want to do what you're skilled at or what you would. You don't want to be, you know, you can hire business managers for stuff. I know a lot of doctors do that.

They hire business managers. You know, you want to count on this. There's a certain point of scale of your business where you can't do everything anymore. And since you're a dentist, you know, you've got to do the dental work. There were times when I was a CEO and I'm like, can somebody do the CEO job? And I want to go goof off on weekends. But, you know, you've got to do that main thing of the book.

And when you've got a full stack of clients that are coming in, you know, you've got a full schedule every day, you know, you don't have time to be like, hey, how's that marketing thing going? Are we, which buttons do i press on the keyboard for google yeah so that makes a difference what what's the dangers you know this is one of the things i've always seen out i don't know if people are still doing it but it used to be in the early days of social media people would be like i don't need a an expert for social media i've got my 12 year old who's gonna do it and they know how to post on Instagram. So I'm sure everything will be fine. What's the, what's the difference between,

you know, having somebody in-house do it towards having an agency like yourself? Yeah, it's, you know, I get asked that a lot actually about posting organically on Instagram, Facebook. And what people don't realize is that these social networks have really made it a pay to play game. So let's say, Chris, you had a thousand followers on your Facebook page, right? And let's say you put out a piece of content saying, Hey, I had Chris Pistorius on the show today. Here it is. Only about, I don't know, 30 or 40% of your followers are ever going to see that notification because the algorithm is built to only send it out to limited people. And what they want you to do is what they call boost the post. So they want you to pay some money to get it out to more of your followers

and then people also who don't follow you. You know, it's really, you know, there's complexities like that, the technical aspect of understanding how social works. But then there's also the content. You know, what should your content say? Should you be, you know, promoting a $29 cleaning special every time you post on Facebook? No, Facebook is really more of a, you know, branding play, meaning that, you know, we can target people based on demographics, like age, income, things like that. That doesn't mean

they're looking for a dentist. So you can't just, it's like a relationship, right? You meet, you know, you meet a girl and you go on a date. The first words out of your mouth isn't, you know, do you want to get married? The first thing is to kind of, yeah. So the first thing is really to get to know them, build a relationship, and then you get to that point. That's the key. Yeah, that's the key to marketing on Facebook is introduce yourself first. Don't just start selling all the time, right? Put out content that people really want to hear. And then, you know, once you've built up that relationship, then you can start talking about, hey, why do you need to come to my office? There you go. It's all about relationships, really, huh? Yep. Social is now Google ads are completely different. Google ads, you're buying keywords

and you're targeting people who are kind of have their credit card in their hand and they're ready to buy because they're typing in how much are dental implants or I need a root canal. These people are ready to buy. So you can sell to those people. It's a completely different audience. Yeah. If you're not doing that, I mean, you're just screwed. I mean, everything is relationship building and brand building too as well right i mean usually if i see enough ads or if i see enough like earned media stuff one thing that's really big now is if

you're a pro in anything you know you're on tiktok talking about yeah your stuff kind of the not really the freemium model but you're on there basically advertising your brand and your professionality and how will you you know what you know and sometimes it's the personality too where you're like i don't like this this person seems trustable and and i'm gonna let them stick things in my mouth and in ways that i don't want to be hurt you know that sort of thing and you know you've got to build that but you you also you know people want someone that knows what they're doing you don't want the guy who's hey i just got a dentist school last week want to have some fun yeah and you're like You don't want the guy who's, hey, I just got out of dentist school last week. Want to have some fun?

Yeah. And you're like, I don't know about that. I'd rather have somebody who's good at what they're doing. Yeah. What are some other failures that you see people doing or dentists doing or anyone in marketing really? You know, I've seen a lot of the do-it-yourselfers, which I respect, I do. But I've seen it almost put people out of business. They're trying to do, for instance, Google Ads on their own, and there are so many complexities in Google Ads.

I mean, I don't even touch them anymore. I've got a complete department that that's all they do. But you could literally spend $10,000 in one month and not get one patient out of it if you don't really know what you're doing. Between that and doing Groupon deals, those are the two biggies is you can spend a ton of money. Groupon, I have seen put businesses out of business. They just don't think about what they have to give to Groupon. And then they're giving their product away at half off or whatever. And they get all this fluctuation of business, but they're losing money on every transaction,

and all of a sudden they're like, I don't have any money left, right? So really got to think through some of these things and make sure you have a strategy and a plan before you just start doing. I respect the doing and taking action, but you got to be really careful. Definitely. I mean, yeah, you can blow a lot of money. There's a lot of fraud too in the business. And one of the,

one of the issues that I keep having, who's the ad that I keep seeing? One of the problems that there's, you know, we've had people come on and talk about ad, you know, ad, ad,

ad fraud in basically the business. Sometimes it's people that are your competitors running up your bills by targeting you, smacking your links and getting you charged. And then the other thing is, I'll buy something and there's something I can't remember that's an ad, but I must have bought it like a month ago. Oh no, hold on. I know what it is. I'm looking right at it.

It's the TechSmiths ad for Snagit and Camtasia. Oh, yeah. One of the things for editing. And I see that ad all the time. I've been buying Camtasia products. Yeah, me too. We've been reviewing them, getting them. I think I had to buy the last two sets,

but I'm feeling we got them free for the first 10 years because we review products. And so I'm very familiar with it. I'm looking at it right now. I'm about to use it and i see that ad like all the time every day on facebook because i'm using the product but i'm not gonna buy it because i already have it and so that's one of the i guess it's one of the fraud things in advertising is you know i'll buy something on amazon and then for the next week

it's trying to sell me anything i just bought I'm like, whoever is making that ad is wasting their money. I've already closed. You need to go chase somebody who's new. Yeah, there's a lot of waste. There's a lot of waste and fraud and everything that you just talked about. Absolutely. Yeah. So it's pretty interesting.

What else have we covered that you'd like people to know about working with your agency and how you do that? Do people work with a person that's assigned to them? Do they work with you personally? How does that work out? interview potential new clients, make sure they're a good fit for us because it's important for that and make sure their expectations are being met. But I think even if you're listening to this and you're not a dentist, for your listeners, go to my website and do a free strategy session with me. I won't charge you anything. And if you own an auto repair shop, for instance, I'll give you some tips and tricks for free to help you out. So feel free to go to kickstartdental.com and do that free strategy session and that'll be with me personally there you go i'll do that for my only fans see if you can help me get some more customers that'd be an interesting project to work on if you're in my audience and you're googling to see if i have an only fans you, you're a sick person. You don't want to see that with me, trust me.

But it is.com, OnlyFans. You don't want to see this. You don't even want to pay to see this. I think that's the URL. I don't know. That's the best URL joke I can make today. Clearly. When people onboard with you, what sort of qualifications do they need?

Do they need a minimum spend on a monthly or yearly basis? At work, what sort of clients do they need do they need a minimum spend on a monthly or yearly basis at word yeah you know what sort of clients fit you you know clearly if i'm running dentistry out of an alley probably yeah no in florida hey that's not a bad play you know it's it's we look for people that are growth minded so if you know if you want to grow your practice and you're dedicated to it, that's our type of client. I don't want to have to talk anybody into why they need to advertise or market. If I have to do that, then they're probably not a great fit for us. And yeah, marketing does cost a little money, but if it's not a sprint, it's a marathon. So you got to be

committed to it for a little while. I think if people understand that then they're probably a good fit for us definitely definitely it makes a difference sounds like they're pinging your phone already i know i apologize i thought i had everything shut off but now it's ringing through my computer i don't even know how to shut that off i have some that happen with my watch i bought one of those android watches yeah and and i put on do not disturb but it'll still ring. Yeah. I've got my watch turned off, my phone's off, but my computer is now. I apologize.

I don't know. No, it's fine. Totally. I just think it's kind of funny. But, yeah, it's like I actually have to put Do Not Disturb on the watch and then turn off the volume. Oh. And I'm like, why?

Shouldn't the Do Not Disturb turn on the not disturb trump yeah that should do it all right yeah i know man you know i'm supposed to be this tech savvy marketing guy and i can't figure out how to mute my that's my notifications and then you delve into linkedin advertising facebook advertising google advertising and stuff like that you know is linkedin a pretty good place for these days forever you know It is in specific applications. So, like, for instance, with us, sometimes there's dentists that take a certain type of insurance. And we can actually target companies that offer that type of insurance and target the people that work for them through LinkedIn. So, it's kind of interesting.

There's some creative ways to use LinkedIn. But, yeah, we can. LinkedIn's not cheap though that's the problem is that their ads are pretty expensive google's pretty expensive facebook instagram not so expensive but it like i said before it's just a different audience um but yeah there's some creative ways to to make that work yeah our newsletter over there keeps growing like a weed yeah maintain the the the thing but we put that out. The great thing about the newsletter, it goes out to everyone's email.

And you don't have to pay anything to build the newsletter. It's just part of your deal. You can pay to advertise it more if you want, if it's on your page, not your personal. We found out that way. But it goes directly out to everyone's email that's on your list.

And I think we're almost 10,000 people now on the Chris Fosch channel list on LinkedIn. So we feature the posts we do here. It goes right to their email. And whether or not they read it or not is the thing. But evidently they are because we get the replies. But there's all sorts of different ways to do that. And LinkedIn is such a great place. I mean, there's so much more to go there.

It's so professional. It's not like when you go on Twitter and you feel like you're in a bar and there's just bar fights everywhere. We don't even mess with Twitter anymore. It's worthless for us. I don't know. Even back when it was Twitter, Twitter, it was the advertising. You got to call it X now.

Yeah. I refuse to give that up. I'm still going to call it Twitter. I'm pretty much sure. I know, man. I thought Twitter was a good name. It really is. You know, ever since it's become X, I can never find it on my phone

because I'm looking for the bird. And then I'm like, the other day I got a bill from X for their monthly fee or whatever, and I almost reported it as, I'm like, I think someone's hacked my account. Who the hell is X? That's how bad the branding is. And then I was about to report it to my credit card agency. And I'm like, oh, wait, I know who that is. It's that idiot who has a small dick.

Oh, Elon Musk. Sorry, I pronounced it wrong. There you there you go now there was something else i saw on your website i wanted to i wanted to touch on you guys also build websites for people and that's a big deal for you know newer dentists or dentists that have some old i don't know microsoft 2000 yeah exactly yeah it's it's, websites are the nest that you have to have a good website. And the reason is, is because the website's kind of your hub for all of your marketing activity. So if you go out there and you buy a billboard, for instance, right, people are going to at some point go through your website, they're going to do a Google search, because they saw a

billboard, they're going to find your website, and your website needs to be able to, you know, tell people just enough to get them to want to, you know, raise their hand and take the next step, which is a phone call or fill out a form or, you know, something like that. So it's important. It's one thing that I think is overthought quite a bit. I think in a website's case, done is better than anything. You're always going to be working on a website. It's like buying a house. You're always tweaking it, making it a little bit better. It doesn't have to be perfect. It just needs to be a good functional website that gets the job done. Now, the back end of the website is really more important because that's what Google sees, the coding and all that stuff. And that determines

on whether they're going to rank you on the Google search or not. So you've got to look at it from the decorative front perspective and then the back of it and we do see a lot of dental practices that come to us with a website from the 90s and we gotta we gotta fix this first guys you know because this is your brand your image and everybody's going to funnel through it so it is a big deal it's overthought keep it simple keep it straightforward and you'll be in a good pretty good position yeah i mean you see people that like there's a lot of websites that like the functionality doesn't work because i'm like does anyone check this like you'll click on the facebook or the yeah link or something and it goes to whatever and they got aol email addresses

yep yep yeah i had to fire a client once because the website they wanted like a little bird that'll fly across the screen or some shit and i'm like no that's not gonna help teeth yeah and i'm like this just this isn't a good fit for us so you're you're thinking about this in the wrong manner and you know and that's that's okay i mean we're just not you know it's not about the bird I mean, we're just not, you know, it's not about the bird flying across the website for us. It's about getting a patient in the seat, you know. You know what would be good is when you go to the website,

there's a sound of a drill and then a bloody tooth. Scream. Screams and pops across the screen instead of the bird. I mean, that's. That would be awesome, wouldn't it? Yeah, I don't think. I should build a site like that just as a joke. Yeah, dental parody. Yeah. I'm pretty sure that's true. I should build a site like that just as a joke. Yeah, dental parody.

I'm pretty sure that's not going to get any new clients, though. No, it won't. Reminding people of the sound of that drill. There you go. I mean, I think, I don't know. I don't have a divorce joke for the sound of the drill. But you can fill it in, folks. Now, you have something on your website you call Dental Flow.

Tell us about that. Yeah. You know, we're not a big agency and we never will be we're more of a boutique there's 20 of us at work here so we're you know we're big enough to get stuff done but we're also small enough to make sure that our clients are getting results so part of that is we actually take the time to listen to every call that comes in from our campaigns to a dental practice. And we're listening to make sure that the leads that are coming in are actual real leads, not just, you know, BS. So we look at all, we look at all leads that come in. We listen to every call. We look at if they filled out a form, we, we screen that first. If they do a text message, we,

we look at that. That enables us to show our clients exactly what they're getting out of their marketing campaign. It's not just BS of, oh, you got, you know, 5,000 clicks or impressions or, you know, 400 people called your office. That's great, but 399 of them are all spam, right? So we really take the clutter out of it and make sure our clients know what they're getting. But on the other side, Chris, it lets us understand what's working and what's not. Because we can see the quality of leads coming from Google ads versus Facebook ads versus, you know, X ads, whatever it may be. So we really, we really take the time. And that's what that dental flow process is all about. It's just taking the time to really track

this stuff and understand where things are coming from. Yeah, you can get a lot of leads. I mean, I work at websites that get a lot of leads, but they're like spam leads from people from Pakistan and India. Exactly. And other agencies, they take advantage of this. That's all they, like, what do you mean? You got 5,000 leads this month. No, they didn't.

They got 5,000 clicks to their website. That doesn't pay the mortgage. So that's really what we're concerned about. Yeah, how much it converts and it turns into actual business. That doesn't pay the mortgage. So that's really what we're concerned about. Yeah. How much it converts and it turns into actual business because if you're spending all that money and the business isn't converting, you're not going to have any money after a while. Nope. That's going to go right on. It's like when a business looks at just annual sales or sales numbers. Sales numbers are great,

but what's your profit margin? Because that's what's going to make you successful. It's not the top line, it's that bottom line. We had a guy on the show who was an inspiration to blue collar people, but he started his first blue collar business. So he was low bidding jobs so that he could get them. And he ended up getting all this business and filling our crews, But he forgot to cover for taxes and business expenses. And it turns out by the time he woke up to it, he's half a million dollars in debt. Exactly. So you can have a lot of business going on, but you may not have a lot of profit going on. And he wasn't paying attention to the bottom line.

He just kind of thought the activity was the difference. And sometimes activity isn't always great that's true that's the whole it's the whole thing about groupon i was talking about you know they're just giving stuff away and not really understanding the profit levels yep definitely definitely anything more we need to cover and tease out before we go i don't think so i think we're good. Cool. Cool. There you go. Thank you very much for coming to the show. We really appreciate it. Give us your.com so we can find you on the interwebs. Yeah.

Kickstartdental.com. And again, if you're not a dentist, no problem. Just hit me up and I'll be more than happy to give you some free advice. There you go. I'm going to call you about my OnlyFans. Do it. There you go. No one wants to see that. Thanks to my guys for tuning in. Go to GoodReach.com, 4ChanceChristmas, LinkedIn.com, 4ChanceChristmas,

Christmas1 on the TikTokity, all those crazy places on the internet. Be good to each other. Stay safe or else. We'll see you next time. Or else.