Welcome - The Dental Practice Fixers

Welcome to The Dental Practice Fixers! After 30 years of creating success for docs, we figured it was time to jump into the podcast pool! We know there are many dental podcasts to choose from but we feel this will become your absolute favorite. We start each episode off with a quick tip and then quickly get into our topic. And we end each episode with a secret shopper call to a random dental office somewhere in the country (or maybe elsewhere). Thanks for being here. If you like the show, please take a few minutes to rate us on iTunes! Thank you very much. ~The Dental Practice Fixers

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Welcome

Dr. Richard Madow: Welcome to the very first edition of The Dental Practice Fixers. I’m your co-host, Dr. Richard Madow and I’m here in the studio with our other co-host, Dr. David Madow.

Dr. David Madow: Hey, great to be here, Rich. How… this, this feels great being in the studio doing this with you today.

Dr. Richard Madow: It really does, you know, it’s interesting. We’ve talked about doing a podcast for a long time here at The Madow Center for Dental Practice Success and we finally decided it’s about time to start the Dental Practice Fixers podcast. So, this is exciting.

Dr. David Madow: Well, wait a minute. We waited 29 years to do this.

Dr. Richard Madow: Only 29?

Dr. David Madow: Well, you know, here’s what we do. I think we let everybody else kind of test the podcast-based first and there’s so many… let’s face that there are a lot of dental podcasts out there. We patiently waited 29 years, now we’re ready and it’s gonna be fantastic. It’s gonna be really good.

Dr. Richard Madow: You know, on the other hand, we were kind of the original dental podcasters with our Madow Brothers Audio Series, which we’ve been doing for two decades, predated podcasting but that’s totally different than this. That’s an interview, that’s where we bring on somebody from the dental community or business community every month. This is completely different, this is just the two of us, kind of raw, bantering, unrehearsed, and hopefully giving fantastic information to all of our listeners that will really help your dental practice and maybe even your life.

Dr. David Madow: And we haven’t even… Rich, we haven’t set ground rules here but I’m, I’m gonna say like to you and to our audience, anything goes. This is gonna be like you said, raw, down and dirty, anything goes.

Dr. Richard Madow: I’m not gonna use foul language though, [crosstalk] to know foul language.

Dr. David Madow: Well, if, if it slips out, it slips out. We’ll see, we’ll see what happens. [Laughs] We can’t promise anything.

Dr. Richard Madow: Yes. As everything else we do, way back to our original dental newsletter that again predated the internet, that was kind of an anything goes format.

Dr. David Madow: Hey, that has foul language. If you remember, if you remember.

Dr. Richard Madow: But it was in front. We didn’t have to actually say [crosstalk].

Dr. David Madow: Oh, that makes it different. Okay, I got you, okay, okay.

Dr. Richard Madow: So, anyway, hey, it’s, it’s great to be here. We’re gonna have fun. We really hope you enjoy the podcast. Today is gonna be a little bit different because we know that since this is the first episode, there will be some listeners that don’t really know a whole about me and Dave, and even people that know about us that have been to our seminars, read our publications, things like that, maybe don’t know the backstory of how we got started in this whole thing of helping dental practices because we both are dentists, licensed dentists, although neither of us practice anymore but we thought it might be fun and interesting and maybe a good intro to tell you a bit about the early days of our dental careers, how those things happened, how we got started in The Madow Center For Dental Practice Success which was called Creative Management Resources way back when, and just give you a little background because it really has been a long strange trip.

Dr. David Madow: Long and strange and very trippy of course. So, I don’t know, you want me to go… you want to… can I tell my backstory first?

Dr. Richard Madow: You are older so why don’t you start.

Dr. David Madow: Oh, you just revealed that I’m older, huh.

Dr. Richard Madow: Your backstory happened before mine.

Dr. David Madow: Okay. Well, let’s talk about that then. And so, I kind of try to make it brief but as you know, Rich, somebody, somebody like really weird things happened to me like my graduate… I’ll start off at the point when I graduated dental school. It’s given that we both graduated dental school, okay. I’m not… we’ll talk about dental too much but that was definitely a trip in itself. But okay for dental school, I didn’t really… and I know how you feel, Rich and you’ll talk about yours a little bit but I didn’t feel like I was ready to like go out into the like real world and start seeing real patients yet. I felt like, you know, okay, I graduated dental school, I was a doctor but I just thought I needed some more training before like experimenting on, on real people. Well, you know, on my real patients. So, I am actually found… I got accepted into this General Practice Residency down in Greenville, North Carolina. It was at a hospital, Pitt County Memorial Hospital. It was East Carolina University School of Medicine so it’s like a med school hooked up to that and it was like a really cool year. I went into this residency, it was run by Dr. Garrison who actually used to be a professor at Maryland Dental School so I knew the guy, good guy. And he pretty much run the show and kind of lot of dental experience, you know, pretty like did perio, endo, removal, surgery. I did learn a lot about dentistry but also since it was connected to the medical school, I got a lot of medical training too. I mean, they really… as a dentist, they had me like sewing up arms and legs and getting into surgical procedures and doing physical exams on people. It was crazy but after the year, I felt like I really had a pretty good grasp, well, not only dentistry but, but medicine and I felt really well around and I felt very confident. But maybe not confident enough to start my own practice. I just did… I just felt like I wanted to still experiment on, on maybe other people’s patients for a while so I came back to Maryland. We’re both from… Rich, you know, we’re both from [inaudible 05:18] live in the Baltimore, Maryland area our whole lives and I started looking for associateships, and I put the word out there. I don’t even remember how you did it in those days. There’s no internet so I don’t know how they sent resumes. I don’t even remember how do we do it back then.

Dr. Richard Madow: Well, I remember how I got my first associateship. It was nepotism but that’s a different story [crosstalk].

Dr. David Madow: I remember that one very well. But I guess… I don’t know, I guess I called around or got the word out or sent story, sending resumes to dental office. I’m not really sure but it’s some interviews but I remember this guy named Dr. Thomas Drucker accepted me to become his associate. And he had another associate there, Dr. Grover and I thought… that’s a great name, Dr. Grover, he was a groovy guy. But [laughs], but I went in there the first day and it was a decent enough practice but Drucker was kind of old school. He was not an old guy but he looked old. He just looked… everything about his practice was just kind of old fashioned. And here I was, this younger guy who finished dental school and do the residency and I’m reading up on marketing and continue my education. I’m trying to learn and immerse myself in this whole like dental world. And Drucker is like doing everything like that I learned not to do like old school like for example I remember he would… people come in with insurance and he’d treat them and he… instead of sending to the insurance company, he would have the stack of papers on the shelf that he… that insurance companies owed him money for, for treatment, he would hold them for like a month. And I said to him, “Well, Dr. Drucker, why don’t you send this in and increase the cash, get the cash flow there.” I mean, it wasn’t my practice, I couldn’t tell him what to do but I remember the phrase he used, he said, “Dave, this is money in the bank. I’m gonna keep it here for the month and after one month, we send them all.” I’m thinking, this is just…

Dr. Richard Madow: Did he make you call him Dr. Drucker like that?

Dr. David Madow: He did. I had to call him Dr. Drucker. I think I called Dr. Grover, I think I called him Andy but I called Dr. Drucker, Dr. Drucker. But these patients probably had another name for him if you know what I mean. Rich, I’m telling you, this guy was, this guy was crazy and he just did stand up dentistry, not that that’s the end of the world. He did stand up dentistry but I remember he was… he kind of sometimes came in with a cane. I don’t know he had some kind of injury [inaudible 07:25] or had an injury or something. And sometimes when touching them with the instruments or whatever, they said, “It hurts, it hurts, it hurts,” and he would say… he didn’t believe them, sometimes he would take the cane and like slapped them in the back and they, they go, “aww, aww,” and he say, “No, that is pain, that is pain. This is pressure,” and the patient just wouldn’t know what to say [chuckle]. It was weird. But I didn’t stay there that long, I just didn’t like it but I took… I found another associateship and that was… I had weird things too. I won’t even go into the whole thing but I just felt after like a couple years of doing these associateships that I wanted to start my own practice and… because this is the only way I’m gonna be really able to do the dentistry that I want to do the way I want it, the way I want and not the way Drucker or this other guy, Dr. Wayne, it was just not, so I started a practice and I sort of remember like it was… you remember, Rich, you remember this, it was in a townhouse office building. It was beautiful, really well-equipped and just it was a beautiful place in Ellicott City, Maryland. And on day one, I’m sitting at my front desk, looking at my watch, waiting for the phone to ring, zero patients. It was scary because I was making no money. But oh, I had signed a five-year lease, the landlord wouldn’t let me just go month to month, you know, I had signed for five years so whether I was successful or not, I had to pay this landlord a very large rent payment every month for 60 months, 6,0, 60 months. And so, I was scared because I borrowed money from, from the bank, from like from Mom and Dad. They probably gave, gave me a little bit of money. And here I am with no patients but you better believe, I learned really quickly how to build this practice because I didn’t have a choice. I mean, I could either like flounder and try by trial and error but I had to earn an income because I owed a lot of people money. So, I made my point to make this the best practice I possibly could and over a period of time, I don’t know whether it was… I can’t remember whether it was like 6 months or a year or two years, I don’t remember exactly, this was a long time ago but I built the practice from scratch to really successful, and I was having fun. It was not like, you know, my residency was okay, it was fun. Drucker, working for him and Dr. Wayne, which I didn’t really go into that whole story, that was not really a lot of fun. But this was finally fun because I was doing the dentistry that I wanted to do, the way I wanted to do. I was running my business which let’s face it, dental practice is a business. I was running it the way I wanted to run it. Did I make mistakes? Yeah. I made a ton of mistakes but still I was growing a practice, enjoying it. And also the other thing I was trying to do was waiting for you to graduate dental school. I figured we’d probably ultimately… I don’t know if we would do something together but I was waiting for you to graduate dental school so we could at least have some fun in this together.

Dr. Richard Madow: Well, you know, it’s funny when you were talking about your beautiful townhouse office and you started truly from scratch so everything was new, the equipment, the chairs, the reception area, new. I was in dental school slaving away in the clinic, you know, and that’s a rough time and you just dreamed of that day when you get out of dental school in your… in real private practice and how great it is and I went to see your brand-new office and I couldn’t believe that thing was beautiful. And yeah, the big sign outside, it just looked great. Little did I know that, you know, you were in debt because of this space. You had your, you know, your equipment loan and all that stuff, your lease, very few patients, all these things. I think it’s really typical, you know, to an outsider, almost metaphorically the life of a dentist looks great and they don’t realize that dentists are very often financially struggling. They have debt they’re worrying about. You know, we’ve heard so many stories of young dentist taking the practice loan, buying the Mercedes and everybody on the outside thinks their life is perfect when meanwhile, it’s far from it and I’m sure in those early days, you were really under a lot of pressure to succeed. Unfortunately, you know, worked that well for you but it’s the old story you never know it’s going on [Crosstalk] from the outside. You look in your practice, you would think, “Oh, this young guy is on top of the world,” but the first couple of years are tough.

Dr. David Madow: Well, little did they know, I had, had a mortgage, I had probably, probably couple car loans because, you know, I was married and, and my wife and I had car lo- and we didn’t pay. There’s no way I paid cash for cars so it’s a mortgage, car loans, practice loan, a lease for 60 months. Yeah, I was trapped and it was… but maybe I was naive and I wasn’t really even that scared but maybe that was stupid not to be scared, maybe.

Dr. Richard Madow: Well, whatever but I think it’s just typical, you know, and again in our years of coaching, in visiting dental practices, we can go to this practice that looks so beautiful and the doctors, you know, well-dressed and meanwhile they’ve… they’re in debt, they’re not making any money, you just never know. And I think, you know, if you’re a dentist listening to this or a team member and you maybe have a little envy about another dentist’s success, just remember you never really know what’s going on there.

Dr. David Madow: Truer words have never been spoken. I learned… but actually we learned that there are a lot of dentists out there that are, you know, giving that, giving that image, portraying that image that everything is great and suc- and driving a fancy car [crosstalk] but let me tell you something. Yeah, once we start coaching or talking, we find out, we find out other way. It’s very, very scary.

Dr. Richard Madow: So, I’ll just tell you my history really briefly. I graduated University of Maryland Dental School in 1984. Dave graduated in 1980. There’s that four-year gap. I thought it would be a great idea to do a General Practice Residency as well. I got into a few… I remember one was in Buffalo, one was in Toledo, Ohio. I was deciding which of those towns to spend the next year and then somehow miraculously got accepted into a GPR in Miami Beach, Florida, Mount Sinai Medical Center. It was incredible, great residency, beautiful hospital, actually right on the water. I’d live… my entire drive to work was over a Causeway which is a very long bridge across the intercostal water so it was just beautiful. Great residency. A lot of medicine there. I actually did a full-month of anesthesiology where I was in the OR every day, intubating patients. Looking back on it, they never really taught me how to do it, it was just… it was incredible. I’m treated the same in GPR. I did a lot of things that I didn’t really know how to do. I mean-

Dr. David Madow: One of the first, one of the first days I was there, there was like an accident down on [inaudible 13:22] 95 and they had people lined up in the ER. And they called me in in the middle of the night actually to help sew up their arms and legs because I guess they were short physi- and I thought I was going in for a dental emergency then and they said, “Get in right, it was like within three so,” and I’m thinking like, “How do I do this?” They really didn’t teach me how to do it.

Dr. Richard Madow: I kid you not. I remember this day, I was having lunch. I was in surgery rotation, I think it was medicine rotation with a Chief Resident and a bunch of other residents and the Chief looks to me and says, “Dr. Madow, I need you to go see this patient to a vaginal exam,” I swear [crosstalk] and I said, I remember his name was Jessie. I said, “Jessie, I don’t really know how to do that,” and he’s like yell, “What’s the big deal? It’s just a vagina,” and like everybody in the cafeteria heard and they were looking at me and I’m blushing. Maybe they thought I was asking her for sex advisers. I mean, I swear. So, when I finished the GPR, it was fantastic. I got back just like you, Dave. I wasn’t ready to start my own practice. I wanted to get some experience so I worked for an uncle who was a dentist. He ga- he actually gave me a pretty generous offer. I thought things were gonna be great until I realized this guy was the cheapest person on the face of the earth but only when it came to me. For him, he would use all the best materials and equipment. He would just pu- he put me in this room with a hand piece that I guess it was the whole unit that didn’t work, there was like water flowing everywhere. It couldn’t… there was… it couldn’t be controlled. Every patient was completely drenched and it was ridiculous. Then, one day, I was doing a surgical extraction, I asked him… people are not gonna believe these stories but I swear they’re true.

Dr. David Madow: Yeah, I’ll tell you some. You can’t… well, you can’t make these things up.

Dr. Richard Madow: I asked him where they kept the sutures [crosstalk]. He said, “Well, you don’t get to use sterile sutures, they’re too expensive. Here’s a spool of thread, stick this in the sterilizer and use just black thread.” And I’m [crosstalk].

Dr. David Madow: Is that honestly true?

Dr. Richard Madow: Honestly true. I swear 100% true.

Dr. David Madow: You went up to like Joanne fabrics and got like [crosstalk].

Dr. Richard Madow: He had his full thread [crosstalk], I guess from the last associate. Yeah.

Dr. David Madow: Oh my God.

Dr. Richard Madow: A week later, I was there on a very busy Saturday and saw that he was putting my crown patients on his schedule and I just walked out in the middle of a busy day. I said, “Uncle,” I won’t give his name, “I’ve had it.”

Dr. David Madow: His not gonna be exactly be listening to this thing. I think you can give his name.

Dr. Richard Madow: I left. I just walked out in the middle of the… needless to say, my relations with that side of the family weren’t so great for a while. But I found another job, it was a very busy blue-collar practice, things were going great. I was making some decent money, getting a ton of experience. I had a little spat with the owner one day and came in the next day, I was the guy that opened the practice that day. I was the first one in and the door was locked but I realized my key wasn’t working. This guy wanted to fire me but did not have the guts so he changed the locks in the middle of the night. I was the first one in, it was a blue-collar emergency-based practice, there are already people waiting at the door. I just like said to them, “I think my key is jammed. Let me go figure this out and I drove off into the sunset.” So, the stories are believable but true. I finally found the practice that I wound up purchasing and that became my dental practice. It was in an area I wasn’t that familiar with but I’d say middle-class, middle, middle-class, lower to normal middle-class, great neighborhood, fantastic patients. It was a bankrupt, failing practice that was for sale and, you know, a lot of people said, “Don’t get yourself in a situation like that.” But I thought the practice had a lot of potential. The neighborhood seemed to be growing. I purchased this practice, somehow secured a bank loan. I think dad cosigned on it. Dad had a lot of confidence in us. He has faith. Yeah, I will give him the credit for that.

Dr. David Madow: He cosigned a lot of stuff I think.

Dr. Richard Madow: Yeah. So, he cosigned my practice note and I bought this practice and built it up and never looked back. And I really enjoyed a lot of success. I was asking you for advice quite a bit because you were four years ahead in your practice, already really successful at that time. And we used to have… we didn’t realize at the time but we had mastermind or brainstorming sessions just about every night trying to figure out how to grow our practices.

Dr. David Madow: Yeah, I remember that. We lived in, well, not kind of in the exact same neighborhood but I think we were… there was like… we were two doors away from each other. There was a neighbor in between our houses but a lot of times, what we will do… I think probably almost every night, we finish dinner, I think when the kids went to sleep, you and I would get together and just talk about some of the things that were going on in our practices. And yeah, we did… like you said, we didn’t realize, it wasn’t like a formal mastermind or brainstorming session but I started giving you some things worked in my office. You tried them, you would in turn [crosstalk].

Dr. Richard Madow: I gave you things that weren’t working in mine, right?

Dr. David Madow: I stayed away from… I didn’t do those. I said, “I’m not doing that thing. I ain’t doing that.” But but it seemed like through the… and they were free, you know, nobody was charging us anything but you and I would just get together and seem like through these like little masterminds, brainstorming type sessions, I can’t remem- I think that was good for both of us but I know my practice was flourishing. It was doing really well. You said the same thing about yours. We really grew our practice [crosstalk].

Dr. Richard Madow: And then, we start to mastermind with other dentist in the area, kind of form a little study club. You know, one thing we really like to talk about at out seminars is mastermind with other dentists. You’re not competitive, you know, find dentists in other areas if you’re worried about that but learn from each other’s success and mistakes. It’s so, so valuable.

Dr. David Madow: Yeah, that’s… I mean, that’s one of the ways that we really both grow our practices significantly. And we are both having fun.

Dr. Richard Madow: Absolutely.

Dr. David Madow: We were loving it.

Dr. Richard Madow: It was great. So, okay. Here we are, two dentists, brothers, practicing on different sides of town, very successful, and something a lot of people asked is, why… how did you wind up getting into this area of dentistry where you help other dentists, where you do seminars, where you write and publish, where you do all these things, coach, all things, you know, help with marketing, to help other dental practices? So, it’s kind of a crazy story. Maybe I’ll start and you’ll, you’ll continue but-

Dr. David Madow: Yeah, sure.

Dr. Richard Madow: Dave had actually a friend who developed this collection form for businesses where businesses that had customers who weren’t paying, we get to send this form and we’re looking at it one day and thinking, “You know, this could be really completely changed and adapted it for dentistry.” So, we, we developed this collection form. We changed it completely, it was an old-fashioned form, the kind where you write on the top and there’s a bottom copy and you mail the bottom copy in a window envelope to the patient because it looks really scary and threatening. And we used them in our practices and patients paid. It was unbelievable, this collection form. We said, “Wow, this thing really works.” So, we thought, “Maybe some of our friends could use this thing too.” So, we gave some of our dental friends this collection form, said, “Try this. This is unbelievable, we have patients that owed money for three years that we thought died and they came in with a check or with cash the next day after they got this form,” and we thought, “You know there is really something to this.” So, we were at the ocean, on the East Coast here in Maryland. Rehoboth Beach, Delaware is one of the big vacation sites. So, we’re there with our families, with our kids, our wives and Dave and I walk up to the boardwalk to get the kids some sunscreen. And we’re up there having a beer, thinking, “You know what, maybe we can make a business out of this collection form.”

Dr. David Madow: Well, yeah, I think the beer thing… because yeah, they were expecting us back pretty soon with sun tan… with sunblock, or sun tan, whatever you called it back in those days, I don’t even know. They didn’t have like all that different SPF 20 to, you know.

Dr. Richard Madow: It’s just called [crosstalk].

Dr. David Madow: Yeah, it was like sunscreen. Get some sunscreen. Done, done. But-

Dr. Richard Madow: Get some sunscreen.

Dr. David Madow: So, yeah, we took a little detour and stopped in some kind of, some kind of like cool little open-air bar on the boardwalk and-

Dr. Richard Madow: I remember it well.

Dr. David Madow: I remember it really well and I think we, we looked to each other and said, we might have something here with this form. This is… there’s really something here because we tested it with some friends of ours that were dentists and they sent it out like Rich said, money was coming in very quickly and a lot of money was coming in different practices. So, we kind of right then and there like took out one of those cocktail napkins kind of like, it was… who was a [crosstalk], they kind of tell you designed kind of [inaudible 21:09]. We didn’t know at that time but we took out a cocktail napkin and started jotting down some notes to how we’re gonna be able to help other dentists collect more money. And that was kind of the start of our business. We called it back then, we started by calling Creative Management Resources and we started doing direct mail for these, for these collection forms and as it turned out, dentists all over the country got a sample. They were able to try it, if they liked it, they were able to order like a supply of these things. And that’s how the business started.

Dr. Richard Madow: It was true. It was a kitchen table, a Toyota pickup truck that actually wasn’t even ours. It belonged to my Dental Office Manager.

Dr. David Madow: Oh, right, right.

Dr. Richard Madow: And a rented P.O. box and we had a little ceremony, every Monday night, we meet at the rented P.O. box and, you know, at first there would be a few checks in there. It was unbelievable. Then, a few more. Then, eventually, that thing was so crammed with checks. We didn’t even take credit cards and I think we’re still trying with checks that we could barely get the thing open and we, you know, we had to take out a little office. But the word kind of got around that we developed this collection form and Dental Economics asked us for an article. We submitted an article there. They loved it. We submitted a few more articles and we’re thinking, “Why are we doing this? They pay us $50 every time they publish an article. Why don’t we start our own newsletter? We can say whatever we want. We can, as you said, use foul language. We can tell everybody how badly insurance companies were and just tell like it is.” And that newsletter became a nationally circulated newsletter with thousands of subscribers. We were having a ton of fun [crosstalk] and still practicing.

Dr. David Madow: What is it called? It’s called?

Dr. Richard Madow: It was called the Richards Report. We weren’t sure if we were gonna make fools out of ourselves so we combined our names and made up a fictional doctor called Dr. David Richards. We didn’t even use our real names and that’s why this was called the Richards Report.

Dr. David Madow: Because we both had practices and we were worried like the word we get back that these guys are doing something. So, yeah, we want to use like kind of this, this pseudonym, fictitious name, Dr. David Richards, hence the Richards Report.

Dr. Richard Madow: Then, when people really loved it, we thought, “Oh, you know, let’s use our real names because, you know, we got something really cool here.” So, we switch that. After a few years, we started calling it The Madow Brothers Newsletter. I can’t even remember what we called it, something like that.

Dr. David Madow: Madow something, The Madow- it wasn’t The Madow Report but The Madow Broth- Madow Monthly [crosstalk].

Dr. Richard Madow: Madow Mon-

Dr. David Madow: The Madow Brothers. It was not The Madow Monthly [crosstalk].

Dr. Richard Madow: I don’t know what it was called. How can we, how can we not remember [crosstalk] long time because the Richards [crosstalk].

Dr. David Madow: And that was also many years.

Dr. Richard Madow: And that was a classic and that’s what people know [crosstalk]. And, you know, it all kind of evolved organically. We… the business started growing. We decided we’re gonna have to make a choice here because we have full time dental practices, this business is full time. You know, we’ve got young families. What are we gonna do? We decided to pursue this venture fulltime of helping other dentists across, first across the country, then across North America. And then, across the world. People started asking us to speak. We really didn’t know what we were doing but we learned how to do it. We developed the speaking style and then one day thought, you know what, we should have a big, cool, multidental convention but one that’s a lot of fun, one that has music and a rock and roll feel and a lot of speakers and everybody in the same room and almost on a cocktail napkin like the other thing, this thing that was called The Richards Report Super Fall Seminar back then was born.

Dr. David Madow: And, you know, I think the only group that might have been doing something even closely remote to what our concept was Woody, Woody and Travis.

Dr. Richard Madow: Yeah.

Dr. David Madow: Woody Oakes and Travis McFee.

Dr. Richard Madow: Profitable dentist guys.

Dr. David Madow: Profitable dentist. They had, they had like a two- or three-day seminar back then. What was it? What was it called?

Dr. Richard Madow: I think they just called it Destin Spring Break Seminar.

Dr. David Madow: Maybe, maybe.

Dr. Richard Madow: It was always in Destin, Florida. And even when they moved, they still called the Destin Spring Break Seminar, I think.

Dr. David Madow: I think so but it was kind of serious, more serious, you know, they brought in speakers and had breakout sessions but our concept was not to make this thing not as serious so we would, we would go up on stage and we do dental parody songs. We started our very first one with that opening video of us riding bikes [crosstalk] through Baltimore City with a… to the song Bicycle by Queen. We just had this kind… and we did a lot of stand-up comedy staff and in between we had fantastic speakers.

Dr. Richard Madow: The best.

Dr. David Madow: From all over the world. So, this concept, The Richards Report Super Fall Seminar. Well, I remember the first one we did in Baltimore. We sold out very quickly but we said with only like 300 people, 300 seats.

Dr. Richard Madow: Still we had to reserve this hotel ballroom. We didn’t know what the heck we were doing. We signed the contract, we didn’t know if one person would show up.

Dr. David Madow: We didn’t, we didn’t.

Dr. Richard Madow: But amazingly and thankfully, they did and seemed to enjoy it.

Dr. David Madow: Yeah, so it went well and the next year, we looked at each other when it was over and we looked to each other and said, “You know what, why don’t we… let’s take this into Vegas?” And I think one of us might had said, “Well, I don’t know, that’s like a big step. Let’s just do it, let’s take it to Vegas.” And so, we, we took it to Vegas the next year, doubled our registration. We had 600 people sitting in the room, which back then was not bad. It looked like a full room.

Dr. Richard Madow: It was incredible back then.

Dr. David Madow: Yeah. Then, the year after, we kept in Vegas. We added… I don’t know, there might have been like instead of 600, it might have been 9… close to 900. It kept getting larger and larger every year. It was… it turned out to be… and also it was called The Richards Report Super Fall Seminar back then for the first few years but as people started loving this thing, coming back and coming back every year, people… the attendees themselves, not us, they started calling it The Best Seminar Ever. They were just, “Hey this is the best seminar ever,” and that really caught on. And then, we shortened The Best Seminar Ever to TBSE which is kind of known… this known… it has known now, TBSE.

Dr. Richard Madow: And it’s still going on, still going strong, thousands of people attend every year. We bring in the best speakers from all over the world. It’s still feels like a rock concert although a lot of other people have kind of copied the concept and that’s fine. We love it, there are a lot of great seminars out there but check out TBSE if you’re not familiar with at tbse.com. Maybe we’ll see you there and hang with you this year. That would be fantastic. So, in a nutshell, well, that was really nutshell. Just a few minutes, we talked about our history as dentists how this whole Madow Center for Dental Practice Success got started. Of course, we’ve done a ton of other things over the years, helping practices with their marketing. You know, we’ve done a lot of distance learning, our Madow Brothers Audio Series, all kinds of great stuff. And of course, our favorite thing to do is our coaching where we and our coaching team help individual practices grow and learn, make more money, have more fun, just have a better life as dentist and dental member. So, it’s, it’s been a long, strange trip. How long we’ve been doing this?

Dr. David Madow: This, as we’re recording this, it’s… Rich, I’ll tell you, it’s almost exactly 29 years because we started this… the date we had at Rehoboth Beach on the boardwalk, that was summer of 1989.

Dr. Richard Madow: Wow.

Dr. David Madow: As we’re recording this right now, it’s close to just a bit summer of 2018, right? I mean, we shouldn’t date this but it’s okay, you know, look, that’s, that’s where we are right now. So, 29 years helping dentists, masterminding with them, doing and speaking to dental groups, coaching. Our goal… for 29 years, we’ve just been helping dentists grow their practices, improve their lives, not only dentists but team members as well. So, this episode right now, it is kind of like the first episode, just a little bit of history about us.

Dr. Richard Madow: The intro.

Dr. David Madow: The intro but, but from here on out, starting with episode two, we’re gonna do some really cool things. First of all, they’re gonna be a bit short, we’re gonna try our best to keep them to about 20 minutes. But we said, for this episode, just anything goes. We just wanna set the stage and tell you, our listener, you know, what we’ve been up to for the past 29 years and why we’re doing this epis- why we’re doing this podcast now. And but each episode will be about 20 minutes, it will be only me and Rich. We’re not gonna bring in special guests We might have one of our, one or two of our coaches at some points come in, do a little special something. But mainly it will be the two of us but we’ll have a theme to each one and we’re gonna… our plan is to help you, in each episode, help you with something in your practice; that you listen to it for 20 minutes or so take-away and it will be something that will truly improve your practice or maybe even your life at some point.

Dr. Richard Madow: Hopefully, I think it will and also just to keep really fun, we may do some crazy things like some secret shopper calls, our call of the day. So, you can see it is really important, you’ll have a lot of fun but you also learn some great phone skills for your practice because without successful telephone skills as you know the practice is in big trouble. We’ll try to bring you a lot of really quick tips to save money in your practice or earn more money in your practice, something we’ll talk about for 20 seconds. Boom, right off the bat, that will help you. We like to think that will make the entire episode worthwhile so things like that to keep it fun, keep it interesting, keep bringing you great information. So, we are really, really excited about the Dental Practice Fixers Podcast. Tell your friends, tell everyone you know and we wanna be with you.

Dr. David Madow: What you just said, I wanna just… I wanna expand on it a little bit because we… our plan is to start… starting at episode two, start off the episode with a little quick tip that’s gonna… even if you only listen to that. We hope you listen to the whole 20 minutes but even if you only listen to that, you’re gonna get a great tip because it reminds me, Rich, very, very early on in our Madow Brothers business, remember we bought those two brother consult [crosstalk]. Where they come? [crosstalk]

Dr. Richard Madow: They were actually from Kansas City [crosstalk] but they were in New York. They claimed, they claimed they had a meeting in New York. I think it might have been with their drug dealer but-

Dr. David Madow: They were little crazy.

Dr. Richard Madow: They claimed they had a meeting in New York so they took the train down to Baltimore and met us at our office.

Dr. David Madow: I remember like we were not really sure if it’s gonna work. We hired these guys to come in for a full day and help us with our business but we weren’t really sure how good it would be but I still remember this and I know you do too and this is kind of what we’re basing this idea thing in our podcast. So, the… within the first five minutes when they came to our office, they said, “Okay, we’re gonna pay for this day right now. Before we get started, we’re gonna do something, we’re gonna share something with you. It’s gonna more than pay for our fee,” and they did.

Dr. Richard Madow: They did and then on the rest of the day, it was kind of a waste of time but [laughs] we, we still remember and still talk about it because they absolutely fulfilled their promise. They were pretty free after that first five minutes.

Dr. David Madow: They saved us a fortune.

Dr. Richard Madow: Yeah.

Dr. David Madow: In the first few minutes, a fortune. And so, yeah, so then even though they didn’t have like a whole lot of informa- no, our podcast is gonna be different because we’re gonna still have information. After we share the initial thing-

Dr. Richard Madow: And it won’t take you a full day to listen to each episode, just a few minutes.

Dr. David Madow: Right, 20 minutes or so. But what we’re also gonna do is we’re gonna try this and it’s gonna be cool especially for some of your music friends and music geeks out there, we’re gonna play a special theme song. It’s gonna be different on each episode. We’re gonna try our best to do this and it’s gonna somehow tie in with what we’re talking about so you can figure it out if you wanna send an email. Once you figure it out like how… what the tie in is, feel free to send an email to info@madow.com. It will be fun to kind of play along with that as well.

Dr. Richard Madow: Or even a suggestion. We love suggestions.

Dr. David Madow: I think it’s a great idea. And not only that, if you have a question, send us an email info@madow.com or you can put it on our Facebook page, that’s… we got a group right now called The Dental Place. Send us a question anyway you wanna get to us and if it’s a good question, we’ll try to answer it on our show, from time to time we answer some questions as well.

Dr. Richard Madow: Fantastic. Well, thank you so much for listening to the first episode of The Dental Practice Fixers. I am your co-host, Dr. Richard Madow.

Dr. David Madow: Along with Dr. David Madow and we’ll see you next time.

[Music Playing]

 

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