Parthiv Shah: we'll let him introduce himself. But 1st let me tell my story of Tim.
Parthiv Shah: We got introduced by Gargle. Right, Tim
Tim Ross: Correct.
Parthiv Shah: So Tim is a yeah.
Parthiv Shah: Tim has grown his business by acquiring marketing agencies that support and service dental.
Parthiv Shah: businesses!
Parthiv Shah: So there is a. There were whole bunch of agencies that do really really well supporting dentists.
Parthiv Shah: and then they all
Parthiv Shah: go into our Tim land and then become Tim's company, and that's how Upswell marketing became Upswell marketing.
Parthiv Shah: So one day Tim and I started talking, and he's like Parth. Why do? Why aren't you working for me.
Parthiv Shah: and I'm like, well, right big enough check.
Parthiv Shah: You can have me and my stuff in Timland.
Parthiv Shah: and he's like how much you want. And I'm like this many 1 million dollars.
Parthiv Shah: And he says, Okay, so he asked me some questions, did some calculations, and he's like hell. No.
Parthiv Shah: I'm like, well, how much you pay, and he's like, Hmm,
Parthiv Shah: this much we're not going to get into details. But this much, and I'm like hell. No, he's like, why not? He's like, I got that at that price. I'm out.
Parthiv Shah: So I said, What are we going today? He said. Goodbye. He's like, No, I'm going to help you
Parthiv Shah: grow your agency to a point where you can exit to me.
Parthiv Shah: and we will work together to grow your business.
Parthiv Shah: where you can exit at a price that you want to exit at.
Parthiv Shah: I'm like great. How are you going to do that, Tim? And he says I'm going to help you help dentists
Parthiv Shah: increase evaluation of their practices when dentists
Parthiv Shah: go from 2 million to 3 million.
Parthiv Shah: Yes, the value of the practice goes up.
Parthiv Shah: but when a dentist goes up
Parthiv Shah: from $400 an hour to $700 an average share side.
Parthiv Shah: because they've sold more implant cosmetic sedation.
Parthiv Shah: The valuation of the practice goes up significantly.
Parthiv Shah: So, having Tim as a personal friend
Parthiv Shah: who helps me be cautiously aware of done
Parthiv Shah: value, we provide to the dentist by increasing their current paycheck
Parthiv Shah: and increasing the value of the practice that they will exit from someday has been very valuable.
Parthiv Shah: So I want to. With that introduction I want to hand over to Tim so he can talk about himself and Upswell.
Parthiv Shah: Let's welcome Tim. The money guide off
Tim Ross: Well, I appreciate that. I apologize for some of the
Tim Ross: the technical problems here, but I appreciate that. So I'll kind of give you a little history. That was a very good introduction, much appreciated. And I've I've really enjoyed getting to know you, and and spend more time with you, and I'm sure that'll continue for me for some of those that don't know me. I actually started my company out of the side of my house about 15 years ago.
Tim Ross: was passionate for helping small businesses be successful. I understand some of the challenges, some of the things that Michael was talking about were dead on a lot of the companies that I work with don't know their numbers. And it's really hard to build a plan. If you don't really know your numbers.
Tim Ross: And so for me, I found in the dental space that. And it's really in all small businesses that a lot of the small business owners. They're great dentists. They know how to fix cars. They know how to run whatever business they're passionate about, but they struggle with some of the other
Tim Ross: parts of the business, you know, and and for me started out of the side of my house. Passion for small business. I wanted to grow and help small businesses be successful. In 10 years I grew the company from 0 to about 46 million in sales. I did 3 or 4 million just in my 1st year built an entire team around me just to kind of give you an idea who I am.
Tim Ross: Built it up for 46 million dollars in sales. We sold my original company Mudlick Mail, for 73 million dollars to private equity. I stayed on, and then I stayed on as a CEO to run the company.
Tim Ross: and then, as Partif was talking about, we over the last 7 years have done acquisitions of companies
Tim Ross: as well as we've organically grown 20 to 30% a year, and so we'll probably do around 120 million this year. We've done a handful of acquisitions. We'll do. A handful of more partith will be in that. He'll be in that group eventually. Eventually. He'll be done.
Tim Ross: But I think the the for me the the power of partnering with people that have a passion for making that person successful. And I see a lot of the speakers on here. You know that they got in it for
Tim Ross: the helping of the small businesses to be successful, and I think you see dental practices in there, and they're passionate about what they do. They just need someone on the outside to kind of help them along. And that's kind of where I come along. And so we've been in the dental space for many years. We work with dental practices all over the country, small to mid size practices, where you just got a few dentists and a few
Tim Ross: genes to large Dso groups that are more focused on overall growth. So it's been a great
Tim Ross: mix. It's been a great industry, and I look forward to that growth over the next few years
Parthiv Shah: What I like most about Upswell is Upswell does offline marketing and online marketing and email marketing. So we are targeting the same house
Parthiv Shah: from multiple channels.
Parthiv Shah: And you are an absolutely magnificent, beautiful alternative to the rolex that we had early on Seth Green is amazing, but he ain't for everyone, especially if you're doing under a million in revenue. And if you're looking to get started in digital marketing you would start somewhere.
Parthiv Shah: And I mean, if someone has
Parthiv Shah: few $100 in agency fee and a thousand couple $1,000 in ad budget in addition to couple 3 $4,000 in direct mail budget. You are a great
Parthiv Shah: a resource to have. So thank you. And when Ryan and I begin working together for a dentist, here's what we
Parthiv Shah: do. You mind if I take some of your time to show off how Ryan and I work together
Tim Ross: Sure. Ab- absolutely
Parthiv Shah: So here's to give you guys a context. This is what I do. And I'm going to go super fast. Okay, I'm I'm going to skip out a whole bunch of slides because only 2 or 3 that I want to share
Parthiv Shah: on the phone.
Parthiv Shah: Come on, cost of dentistry is rising and price of dentistry is not rising. And this is actually true.
Parthiv Shah: I'm 58 year old.
Parthiv Shah: and today single tooth implant cost $6,000. When I was 48 single tooth implant costed $6,000 when I was 38 single tooth implant costed maybe 5 to $6,000.
Parthiv Shah: I don't know how you live on
Parthiv Shah: a paycheck that was 30 year old. I can't. My prices have roughly tripled more than quintipled
Parthiv Shah: in last 30 years, but a dentist still gets the same amount of money from Delta.
Parthiv Shah: Now, that's your economy. I cannot change that. It sucks to be in that position, but we can change economics
Parthiv Shah: when you increase at the percentile of elective dentistry, cosmetic sedation.
Parthiv Shah: Perio! Implant full arch sleep. Pmj, invivalign and auto.
Parthiv Shah: You are going to increase your chair fed hourly rate without adding chairs or without adding up.
Parthiv Shah: and that should negate some of the economic negative impact off
Parthiv Shah: cost of doing business is rising, but
Parthiv Shah: revenue per precision, not rising in the insurance land.
Parthiv Shah: So that's the mission I am on, and I want to help.
Parthiv Shah: We grow by helping you grow, and
Parthiv Shah: I do my job. Come on, Powerpoint work.
Parthiv Shah: So I want to help people who pay me. But but I also want to help people who don't pay me.
Parthiv Shah: So this is why I created a free dental growth study club. You get free recordings.
Parthiv Shah: resources, swipe file, continuing education credits.
Parthiv Shah: quarterly live events free interactive workshops, free Dental Growth Book Club that we will fedex you to books
Parthiv Shah: every couple of months, and free consultations with the faculty who come on. My!
Parthiv Shah: presentations these are things we sell. I'm not here to pitch. This is what we get into right.
Parthiv Shah: So here is what I promise, and watch
Parthiv Shah: how Ryan Parker actually delivers a piece of the promise I deliver.
Parthiv Shah: Take now, your ideal patient is come on, Powerpoint.
Parthiv Shah: Your ideal patient is inside your patient database.
Parthiv Shah: So I start with dental intel one report in dental intel
Parthiv Shah: patient pointer. Now, if you don't have eagles fast
Parthiv Shah: if you don't have dent tricks, or if you don't have open dental dental dental Intel wouldn't work. So we have other tools that we use that are. There is a
Parthiv Shah: practice by number. There is practice, zebra. There is patient prism. I got tools available to me to to be able to extract the data. But this is an example. Okay, so I'm looking for
Parthiv Shah: a patient who is an active patient who has been seen in the last 600 days, and who has an unscheduled treatment of
Parthiv Shah: more than $2,000 that was presented
Parthiv Shah: at least 30 days ago and does not have a schedule treatment.
Parthiv Shah: Okay, this is important.
Parthiv Shah: Hi, there, that is your ideal patient.
Parthiv Shah: This particular practice has 910 patients that match.
Parthiv Shah: Bye, when I export this data. It'll tell me how much money you don't have yet.
Parthiv Shah: So I take this data, I, and and then we export all the data, all rows, all columns.
Parthiv Shah: and we put them on these buckets. How many prospects do we have that never booked an appointment?
Parthiv Shah: How many inactive patients do we have?
Parthiv Shah: How many patients over 50 with an email address, how many patients with over 50, with no email address.
Parthiv Shah: how many patients under 21 because they can't send emails to them how many patients we have with email. So we can send them a dental patient newsletter.
Parthiv Shah: how many patients with no insurance.
Parthiv Shah: so they can sell them on a in office, a plan.
Parthiv Shah: And how many patients with no recalls.
Parthiv Shah: Once we know this, we know what we are going to do with them.
Parthiv Shah: That's where Ryan comes in.
Parthiv Shah: He takes this data and he then puts it on a map.
Parthiv Shah: So this is my data warehouse. This is the system I build for my dentist and non dentist contacts.
Parthiv Shah: We build the campaigns.
Parthiv Shah: And Ryan does the segmentation and list research
Parthiv Shah: to do internal marketing, using email and direct mail.
Parthiv Shah: and Ryan takes this data and creates external campaigns to the neighborhoods from where you are pulling patients from
Parthiv Shah: and and then we capture the data, and then life takes it from there. So Ryan's an integrated part of my dental growth machine.
Parthiv Shah: So you don't have to.
Parthiv Shah: everyone who is who becomes my client
Parthiv Shah: eventually work with Ryan, but I pull him in to do the initial strategy and the data intelligence and research work
Parthiv Shah: early on in our relationship.
Parthiv Shah: So, Tim, why don't you talk about
Parthiv Shah: what you guys do for dentists?
Parthiv Shah: And then perhaps we can give Ryan the floor to show off
Parthiv Shah: his. What do you? What do you call it? Your
Ryan Parker: Penetration report.
Parthiv Shah: A pen report. Yeah, penetration report. So let let we can show how he actually does that work. And you're willing to do that.
Parthiv Shah: The reports work for free to any dentist who is who is
Parthiv Shah: a client, or soon to be client or a mastermind member.
Parthiv Shah: or to see how they can possibly use you
Ryan Parker: Yeah, anyone that's looking for that market analysis. We do that free upfront. And I can run all those reports for them.
Parthiv Shah: Great Tim, thank you very much with that backdrop I'll quiet and listen in
Tim Ross: Okay, great. Can you guys see my screen? Okay.
Tim Ross: yep, I'll go through this real quickly. But just to give you kind of an idea. We work with thousands of dentists around the country, and one of the things we found, you know, I've been on a lot of calls with a lot of large national companies all over. And these are companies from all over the country. All different kinds of industries, and what we found right now is overall search volume people searching for people online. It's down, it's down anywhere between 10 and 15% as much as 50% means.
Tim Ross: There's less people that are going online and trying to find you. And so you've got to have multiple ways in which to attract new people.
Tim Ross: And so one of the things that we do. That's important. I think Ryan's gonna show you a little bit about, though, is, how do we? How do we proactively go after people in our market that meet our ideal customer criteria that we can bring into our practice right? And that's what we kind of do. We can look at your data.
Tim Ross: understand what your customers look like? Where do they typically live? What are their typical incomes, home values, age, things of that nature? We can look at these different economic indicators, and for dental offices, majority of your patients are coming from that 3 to 5 mile radius. There are some exceptions, right where people are, you know they moved so they kept their dentist because they love going to their dentist.
Tim Ross: or or maybe it's a rural market. But if you look at majority of your of your patient list.
Tim Ross: It's all within that 3 to 5 mile radius. So to part of point is understanding your customers who they are now helps you in multiple ways, right? One of the ways it helps you on. And I'll go through the slide here in a second. But I think it's important to set this up is you've got to be able to. How can I get my existing patients to come in to go through their decline whatever kind of declined
Tim Ross: medical services they had. How do we get them to come back in? It's it's not just for their basic you know, 6 month checkups. But what about the other work that they have declined? So how do you get those back in? Where do those people live? What do they look like. And then how do I find lookalikes around those folks to bring those people in? And so that's kind of what we do. We worked with thousands of customers, as you guys see nationwide.
Tim Ross: And one of the things for us is
Tim Ross: it's this, it's this response, driven direct response agency, who we are. It's kind of what Partiff was talking a little bit about. But it's a bottoms up strategic approach, you know. And what do I mean by that is.
Tim Ross: you know, when you're in your market, you know, you got to think of yourself as your own little small business. Some of you guys own one practice some multiple practices. Well, every practice has their own uniqueness about them, right? Not only from a competitive situation, a location challenges or location advantages. You've got different kinds of
Tim Ross: you know, operational challenges. And so you've got to work individually with individual practices to figure out what's that best solution for that practice? That's what Ryan and I do for our dentists. It's that bottom ups approach. But it's also analytics. I'm glad he brought the parteek brought that up
Tim Ross: for us. It's all about the data. We have our own data intelligence team. We work with part of and his team about. What are they looking for? We take the practices information and find out how often do those patients typically come in? How much they typically spend? Are there specific
Tim Ross: services that you guys typically offer. All these things allow us to not only build the list segmentation of
Tim Ross: who should Ryan be looking for out in the community to bring in new patients. But like, what messaging should you have on that postcard? What's going to get those folks to go from one dentist to try you out
Tim Ross: right? And so I think that's some things that that people sometimes dental practices forget about. It's not only the list segmentation of where people are coming from, what do they look like, and how do I find more? But then, once I do that well, how do I message them to get them to come in? What are the offers, because, you know, in the dental world most folks they don't want to. You don't coupon like a like a pizza place, right? But you do have to put offers
Tim Ross: and suggested ideas out there of what people are interested in. So you can bring them in. And so understanding your marketplace, understanding what people are currently buying.
Tim Ross: Those are really important parts. To make sure that you get the right message to the right people at the right time, and then, having a multi-channel approach, it's not just about, hey? Let me have a you got to have a website. You got to have some kind of ability for people to find you right, some sort of Google analytics or Facebook program depending on your market right? But then you also have. Those are very reactive ways, meaning
Tim Ross: people are going to look for a dentist if they need one. My tooth hurts. Where's a local dentist? Right? Maybe they need a specialist, right? They're going to go online and search for it right? Very reactive, right? Meaning their people are hot. They're really ready to buy. They're ready to move. But there's a limited amount of people that are doing that. And you're competing like a car dealership where there's all kinds of dealerships in a row. Why do you think they put car dealerships in a row because of
Tim Ross: one person comes for the Ford dealership. The Chevy and the Honda and the Toyota one are going to also get that same person because they're going to kind of go run on up the row right looking for cars. Well, that's kind of how Google and paid search worked right?
Tim Ross: It's an auction system. People are looking for you. You've got multiple competition. You've got sponsored ads. It's become more and more challenging to kind of get your name out there, and it's a very reactive approach, right? So when search is down, you've got to have a more proactive way to reach out. And that's where Ryan and I come into play. Direct mail is a tactic that you're proactively reaching out either to your existing patients and getting them to come back in
Tim Ross: things that they may have declined in the past. Maybe they've they've come in. They haven't purchased any of your invisalign services. Maybe there's some other technologies or services or products you guys have that they didn't have before that you didn't have before that you can offer to get those the folks to come back in. Maybe there was. You guys didn't. A lot of dental offices now are doing some of the implant work in house. Maybe when you did those root canals.
Tim Ross: you weren't doing root canals in house, or you weren't doing certain services in house ways to bring patients back in. But then also, then taking that data and figuring out how to get people that are similar to come in. And so for us.
Tim Ross: it's a group here, and I would see Partif's group. He's like the main guy in the middle, right, and we work around him so he'll ask us, hey? As your partner. Can you help us build out what a creative would look like in this particular market? With this particular competitive analysis, we'll go out and see what your competitors are doing and what they look like. And we'll help build a creative that makes sense right? And then we'll build in that digital media strategy, whether you've got an agency that you're working with
Tim Ross: as partners. We all should be pulling the cart the same way. I spend about
Tim Ross: 6 million dollars a year on marketing my own business. I want my agencies and my partners working together. So whether Upswells doing just the print side of it, or we're doing print and digital, or we're working with your, we work with a lot of agencies digital team, so that we're working together. But you've got to have a cohesive plan, right? And that's where party his program kind of puts together a cohesive plan right? And then for us.
Tim Ross: as parteeth mentioned, these are kind of the things that every practice should be considering right. What what part of direct mail should you be doing? Are you bringing in your existing customers? More often
Tim Ross: the response rate on direct mail going after existing customers and bringing that back in for decline services. Or maybe they've missed a cleaning or something of that nature. It's 1015, 20%. That's a very big response number. And reason why you should be using direct mail to bring in. And then, being proactive, right. Everybody uses everybody ingests advertising differently. Right? Some of you guys like
Tim Ross: mailbox, some of you are. You'll go online. Some people will do like getting emails right. And so for you as a business owner, and I've learned this the hard way I've got to figure out. Where do I need to put? You know I don't have an endless budget right? So where do I put my money? And you should be putting your money on what is
Tim Ross: working well, and I know that seems so simple, right? But when for me to spend money with a company and I spend millions of dollars a year, I've got to be getting a return on that. And I've got to be. It's got to be something that analytically, I can see. Not anecdotally, not. Oh, I got 5 phone calls, what is the attribution model? Meaning, how are you tying that patient's visit into a tactic that was used to bring them in right? And that's where a lot of the sophistication with direct mail works. Very well. It's not
Tim Ross: not just a call tracking number, right? But it's also a physical address. So I can take that physical address out of dentrix out of some of the other dental pos systems.
Tim Ross: and I can compare that to the physical mail file of what went out, and that attribution model is very tight, and that's what allows me to make sure that the person that patient that came in that the Direct mail had a high attribution, the reason or influence of why that person came in. But there's other tactics that you guys should consider email marketing. And for us
Tim Ross: email, certainly your internal customers. That's important. A lot of your pos systems will have that already built in. You should be doing it. It's low cost right? And again, your existing customers are your best. But there's prospecting email. And that is different for what Upswell does Upswell. When somebody views your email, I can actually get that person's address right? So now, I have that same tight attribution model that I have for postcards I have with prospecting, email
Tim Ross: and prospecting email and postcards provides a very high level of targeting capability. Right? I can target, you know, in the dental space.
Tim Ross: Maybe you're a pediatric dentist, and you want to target those families with kids that have certain incomes. Maybe you want to target orthodontists. Right? So you're you're in that 12 to 18 range. You want people who have kids
Tim Ross: that are in that in that range that might need that service. Or you can actually search people that that have had a propensity for dental services. So I don't know if a lot of you guys have heard of spatial AI, it's kind of really cool and really scary all at the same time. Right? It allows us to take
Tim Ross: credit data search data location data meaning your locators on on your cell phone, right?
Tim Ross: These research companies. They know where you've been, where you've bought, what what you do almost all day long. What television do you watch? What commercials do you spend the most time at where do you search?
Tim Ross: What ads do you stay on the longest? What are your purchase histories from your credit card from your credit bureaus all this stuff that they're gathering all this information right? So they can compile it, and they don't know. Necessarily it comes from Tim Ross, but they know it comes from a person in this very specific area in this very specific route. And so it allows us to build these targeting criterias and these list segments
Tim Ross: that are very powerful. And you can do that both on the direct mail side and on the email side. And so those are really really important tactics that have a very predictable response and return. And it's important part of what you should be spending your money on. I don't know what portion
Tim Ross: should be direct mail or email, but it certainly should be part of the process for you. And then the other ideas. Here, you guys, are probably other cap capabilities you're probably already using. Right is
Tim Ross: is over the top television right? That's streaming, streaming can get very tactical these days. Right? You can get very specific but paid search. And then Geo. Targeting is on your phone. You ever get those ads on your phone that are served up. And you're like you're reading sports illustrate, or you're really espn, or the weather channel, or wherever you're at. And you have that ad that pops up.
Tim Ross: You know what what a lot of our customers will do is, I can actually geofence around your house and around your dental practice, and I can serve up ads into the house. I can serve up ads into your competitors, dental practices, serving up your services, getting folks to consider you as an option right? And so it's a great
Tim Ross: amplifier geofencing. So with postcards and email. And all of a sudden, you're getting hit on your cell phone. It's a great 1, 2, 3 punch to amplify your results. Get your awareness out there to drive people in. And then, obviously, you guys are all using either a paid search or paid social. Those are really important.
Tim Ross: But the direct mail just to keep it real simple. It's for us. It's it's pretty turnkey for us, right? We put call tracking on there. I think a lot of you guys are used to using that in this space. It's important, I think, Seth made some good comments earlier, like we could be the greatest marketing people in the world. But if you're if the folks on the front aren't answering the phones correctly, then all the marketing is not gonna work. And so what we offer.
Tim Ross: And then what we do is is we'll we'll actually, we score those calls. We'll listen to those calls, not because we're trying to train, not not because we're trying to kind of create. Another revenue stream doesn't cost anything on our side. But what we do want to do is if we can work with a practice that maybe wire phone calls during the day, not getting answered, and they're rolling to a voicemail or to an answering service. That's a problem right?
Tim Ross: What if somebody calls in and their tooth hurts? But your 1st appointments? Not for 2 weeks, 3 weeks. Well, you know they're going to go somewhere else. Right? So what kind of things on that call could you could we
Tim Ross: gather for you as a dental, either the practice manager or the dentist. That would be good information you to have from a training perspective. That's gonna make all of your marketing better. It's gonna make all your customer experience better? Right? And so that call tracking number is really important.
Tim Ross: The market analysis is what I think Ryan can show you here in a little bit. But this is about where we select routes, and we we figure out where people are coming from, and it helps us be a little bit more predictive in what your return would be.
Tim Ross: And again, a lot of it for us. That consulting side, we know the offers that are working out there. We work with Partif and his team on on your market. What are you trying to? What are you trying to bring in? Are you an insurance or no insurance? Do you offer financing or no financing, you know. Are you going after some more of the orthodontic pediatric work, or are you just doing general dentistry, you know. That's the messaging, the consulting that we work collaboratively together.
Tim Ross: But we're going to target these new people. And this is kind of what that parteek was talking about earlier. Right? How do you find new customers? It's a combination of using a market analysis, the customer data using your data. But if people have, what are their home values, what are their net worth? Certainly we want to advertise. You know. We'll take on every patient that comes in right. But if you've got limited dollars, you want to be able to use those dollars into areas around your practice that you can get the best return on
Tim Ross: right. And so those customer penetration reports that I mentioned on here these customer penetration reports. That's me taking your patient data, and it's and and there's no hipaa issues. I'm not doing treatment, information, and things of that nature. I just want to know their address, city, state, Zip, how much they've spent. When's the last time they've been in? And I take that information, and I can tell you where people are coming. So if a Zip code is a piece of pie.
Tim Ross: A carrier out is a slice of that pie. So being, imagine me able to mail at a very finite carrier out neighborhood level
Tim Ross: into markets where you're already good brand awareness. People already know who you are. And so you're able to send offers into those areas. And you're using the offers and the messaging based on past buying habits based on the market. And so that just makes you a much more. The conversion goes way up right. And so we look through all that information. And again, as I mentioned earlier, it's customer databases and all that kind of
Tim Ross: good stuff
Parthiv Shah: Like so Tim.
Parthiv Shah: I was hoping no, go! Go ahead, finish your thoughts because I have some questions for you.
Tim Ross: Yeah, I can keep going, and then I'll Ryan, I think, has us a couple of he can pull up a couple of actual real live samples, but
Parthiv Shah: Yeah, yeah, yeah.
Tim Ross: That I would. Yeah. And I would close on this is that when when we work together on this as this partnership that we have. It's about strategy about creating your plan right? It's been about executing that plan.
Tim Ross: but more, and setting up the Kpis things that make sense. But are we standing out like if you're doing your ads correctly when you're mailing the right people, and you're using the right offers and the right headers and the right promotions, things that are eye catching right? Not just visually, but they're stimulating from what services? Right? But then, are you optimizing? Are you evaluating how well it's performing.
Tim Ross: and that's the company that's the partners that you want. You want people to partner with that are always trying to figure out how to do better right, and then test and learn as parteeth mentioned. Are you adding in some prospect email, what are some things that you're doing that can help kind of maybe something a little different that can kind of help. Jar jar some additional customers. But with that I'll stop, because I think that Ryan, this would be a good time. Let's ask some questions, and and maybe Ryan can pull up a
Tim Ross: I'm going to unshare here.
Tim Ross: And then did you want to go into some questions, parti. If you want Ryan to pull up one of the sample map and report
Parthiv Shah: I have some questions for you, and then we will let Ryan go
Tim Ross: Okay.
Parthiv Shah: Is ott good idea for dentist
Tim Ross: You know, the the challenge I see with Ott is that if you're talking about a local dentist, it's kind of like, even though they can target, you know, and we sell Ott right? And we've got great the question the challenge becomes.
Tim Ross: do you have enough budget right to put towards an Ott campaign to really make it effective. Right? And so a lot of the dentists and small business owners in general.
Tim Ross: you know, you're going to want to spend 1,500 to $2,000 a month just on Ott. Alone, and you have to be consistent for several months for you to really get traction. So if you're committed to that then that is something that is important. Ott is over the top television. It's like streaming. Think of Netflix. Think of Hulu! Think of all the different kind of paramount platforms, anything that's streaming. That's where that could come from, and I will tell you
Parthiv Shah: I'm sorry.
Parthiv Shah: Yes, smart TV things that you. It's not on fox news. It's like showing up on Netflix
Tim Ross: And it's a great tool. But the challenge becomes, you know, if you're a small business in a couple of locations, it's very. It's kind of like television. You know, television and radio are hard to buy, because for 1, 2, 3 locations, because the geographic area, those areas cover is very wide, and most people come from a very small area to your practice. So you have to be careful
Parthiv Shah: So let's talk about 3 dentists, all 3 in 6, 7 million dollar range
Parthiv Shah: A dentist a in
Parthiv Shah: Vermont, where he is like the only implant dentist in 30 mile radius, and people drive up to him and cheerfully wait
Parthiv Shah: 4 weeks to get an appointment
Parthiv Shah: versus another 6 million dollar dentist in Boca. Raton, Florida, who has half his patients, are natives and half are snowbirds?
Parthiv Shah: Or is this a 6 million dollar dentist in San Diego who has
Parthiv Shah: 6 million dollars across 4 locations?
Parthiv Shah: How would your strategy change from the New Hampshire guy to the Florida guy, to the San Diego guy.
Parthiv Shah: And I think San Diego guy is on this in in in this right now.
Tim Ross: Yeah, I mean, I from a print perspective.
Tim Ross: I mean my strategy, I guess.
Tim Ross: Generally speaking, go ahead.
Parthiv Shah: No, no, no, no, no, no!
Parthiv Shah: Would you do ott for any one of them. Number one number 2,
Parthiv Shah: because print is print. Ryan will Ryan has done the same number on all 3 of them.
Tim Ross: The strategy does not shift
Parthiv Shah: From New Hampshire to Florida, to
Parthiv Shah: for to to to San Diego, because we are looking for to grab the neighborhoods of the existing patients and market to them
Parthiv Shah: offer might change week. It depends on what else is working. But I'm my specific question to you is.
Parthiv Shah: talk about your online strategy and your
Parthiv Shah: your digital, your television strategy when you go from
Parthiv Shah: very non-competitive to a thinly competitive
Tim Ross: So, and this is my opinion. I've been doing this for probably almost 20 years, and I've worked for very large agencies as well as starting my own. And I'm I've used every single marketing tactic that we've talked about, some that I do, that that others have talked about. I think when you talk about implants? Right? That is a a very specialized
Tim Ross: procedure, right? And I think that broadness gives you more
Tim Ross: leniency to use like an Ott to spread out right because you don't kind of know where that customer is coming from. So you need a wider net, right? Prospect emails, another great one. You can hit 100,000 people for, like, you know, $1,500. That's that's a really good net to have right. And you can be very targeted Ott, and the prospect email can allow you to be very targeted.
Tim Ross: And so that's that's where that what I would go with that the one that's got the one location and majority of them are native, and they're kind of in that single area. That's where I I think I mean, would Ott hurt you? It won't hurt you, but it you know it's it's something that's 15, $2,000, and you got to do it for 2 or 3 months. I don't know if the return see, I use the 50% model right? So if I spend 2 grand, that means I gotta make $4,000 just to pay for the $2,000 I spent.
Tim Ross: So if I had to spend 2, so 4,000, could I bring in a patient to spend $4,000 right with the average dental patient spends what anywhere between 700 a thousand dollars a year, give or take some more, some less
Parthiv Shah: Okay? So let's look at numbers. In America. A single tooth implant case is $6,000
Parthiv Shah: between extraction, bone graft implant surgery, healing time support
Parthiv Shah: placement crown post care. Figure between 5 and 7,000 6,000 is a good number. A full large will be
Parthiv Shah: 15 to $20,000. Dr. Goldberg, do you agree with my numbers?
Michael Goldberg: Yes.
Parthiv Shah: Okay. So
Parthiv Shah: after backing out overhead and associate labor and lab Fee.
Parthiv Shah: about a 3rd of it can be called a gross profit to the to the practice.
Tim Ross: But let's talk about my fee.
Parthiv Shah: I'll I'll show you my pitch document again. Guys, this is not. We are not.
Parthiv Shah: Selling anything. We are simply talking about what I normally do and how much I charge. Okay? So I got a, we do dental growth mastermind. That's just $3,000 a year. That's nothing.
Parthiv Shah: My dental growth. Mini machine. A minimum viable product is a $25,000 for 90 days, and after that $1,000 a month. If you want to stay in the Mini.
Parthiv Shah: and if they upgrade to the full package, I apply the 25, because that the the and that also includes everything that I got from Dr.
Parthiv Shah: About history has shown that everyone who buys Mini machine
Parthiv Shah: little over 3 quarters of them will upgrade to full machine. They're just looking for that spark.
Parthiv Shah: So the real budget is this right? It's 10,000 a month.
Parthiv Shah: So $125,000 a year. One, I mean, yeah, there are couple of the down sales. I got a $7,000, but I'm if I'm only working on adults.
Parthiv Shah: and if I'm only working on implants I can do it for 5,000 a month, but still it's sizable amount of money.
Parthiv Shah: So let's let's take it to my normal fee.
Parthiv Shah: Are a hundred $25,000
Parthiv Shah: to get $125,000 back, Tim.
Parthiv Shah: So my fees are covered.
Parthiv Shah: How much should they invest in you on outbound, direct response marketing.
Parthiv Shah: Give me
Tim Ross: I'm a big proponent of, you know, businesses should be spending somewhere between 7 and 10% of their projected gross revenue, right? So like, if you have a 6 million dollar practice, they should be spending somewhere between on the low end, 5% and the high end, 10% depends. If they're kind of in a maintenance mode or
Tim Ross: growth or high growth. And so it's I would back. I would have to back into that number right like. So if if
Tim Ross: I mean just you alone, it'd be $250,000. Well, how many implant if the average implant 6,000 right. How many implants do you need to have?
Parthiv Shah: I need. Yeah, yeah, I need 41 cases to pay for my fees.
Tim Ross: Yeah, 41 cases over the course of 12 month period of time is what about 4, 3, 4 cases ish per month.
Parthiv Shah: One a week. Yeah, about 3 and a half of
Tim Ross: You know, you know that's where I think you know I again I if I'm if I'm on this team right, and we're all looking together on. How are we gonna generate the revenue to cover
Tim Ross: the costs of the business? Yours everything. And then also the growth right
Parthiv Shah: So let's let's just talk about a minimum viable product.
Parthiv Shah: How much should a dentist who is starting out with me should budget for Ryan
Parthiv Shah: to get their 1st quarter 1 million in net new revenue that they wouldn't have had without Karthen and Ryan.
Parthiv Shah: Quarter 1 million dollars 6,000 a share
Tim Ross: You want them, they need to grow. I'm sorry, so I'm so I'm clear on this
Parthiv Shah: To get. How much money should they invest on a monthly basis with Upswell to get about 4 new implant patients
Parthiv Shah: a month.
Parthiv Shah: and you can think about it. We can turn over the floor to Ryan, so let him do his thing
Tim Ross: Yeah, I think implants is a little more challenging, right? Because you're not necessarily going after folks that are just in your general market area. There's less specialists that do that. And so I mean, I'm think I would say that the companies that we work with probably spend on average of, you know, probably 4 or $5,000 a month on direct response marketing.
Tim Ross: forget.
Tim Ross: And then you got to back into the number, I think, as Dr. Goldberg said, you gotta find out, you know.
Tim Ross: And I to me, marketing is a math problem, right and I and I back myself into my numbers. So if if I'm going to do 6 million dollars in sales and I want to net depending, most people are trying to net 20% of that right? So it's 606 million. You're netting 20%. That's $120,000, plus whatever salary. How how many patients do you need to do that right. And so we just
Tim Ross: we just kind of do the math right if if it's 6, if you're a 6 million dollars, and I'm going to divide that by 6,000 I need a thousand patients. Divide that by 12 months I need about 83 a month. Right? So how do I generate? 83 patients a month? I would look at all my existing tactics and figure out well. How many are each one
Tim Ross: driving based on individual tactics. So if if direct mail at 5,000 is driving in 5 right? Well, then, I gotta come up with a lot more people. So
Parthiv Shah: So that's it. Yeah.
Tim Ross: That's the math that I would do. I mean
Parthiv Shah: And and your dashboard helps us track what's working and what's not working, because it's a comprehensive dashboard that keeps track of.
Parthiv Shah: And and then we compare the data of the net new patient from the dental Intel.
Parthiv Shah: and let Ryan run those numbers. So Ryan's actually an interesting character in Ellaunchers.
Parthiv Shah: because it is him who is giving me the ammunition to talk to my dentist clients.
Parthiv Shah: So anything else, Tim, before we let Ryan go
Tim Ross: No, I think I think this is great, I think. You guys getting a kind of a a sample of
Tim Ross: what that online dashboard would look like I'll just. I'll just pop this up, and I and I won't. I won't keep it on for long. But this is kind of what we're talking about. Right? How? How are we tracking
Tim Ross: right? How many pieces were delivered? How many customers? What was your return on ad spend investment revenue right? Having this kind of information
Tim Ross: at a customer level at a campaign level, looking at individual campaigns, looking at individual locations, types of mail that you're doing. This is the things that we work with with our customers to figure out what is the true, the true Ross for our campaigns, so that we can then use those to back into the marketing, spend necessary to hit the goals that you want.
Tim Ross: And so with that, I'll I'll unshare. And then maybe Ryan can can do his magic. There
Parthiv Shah: Okay, Ryan, you're up. Man.
Ryan Parker: All right, and here is here's 1 of the PIN reports. We ran together
Ryan Parker: for a location. I have it
Ryan Parker: just 2 highlights on here to
Ryan Parker: kind of show the 2 separate markets here. The top highlight. I did. This is going to be showing they're 10% of
Ryan Parker: penetration. And above.
Ryan Parker: So as of right. Now, with these certain households in Boca Raton, this group holds 10% of that market, and more showing, we still have about 90% left on the table for us to go and target to to get those clients in. But it shows that this demographic group
Ryan Parker: is going to be, especially at these mailing routes. A very good fit
Ryan Parker: for this practice, and then I have the rest down segmented from 9% down to 5%. You can see on the side here that
Ryan Parker: this entire grouping is within 3 miles from their location to where you can see their dominant market. Is there?
Ryan Parker: And then it's just about matching. In going in, you can see the household income. How many residents are available for us to go in and market to, and then selecting the routes that that end up, making the most sense, as that formula goes of, you know, if they need 10 new clients and from the ratios we're getting. Does that mean we need to send 5,000 pieces to get those 10 new?
Ryan Parker: Are they getting in this better market. Are they getting 20 new clients every time we touch that group?
Ryan Parker: So we only need to send a certain amount to be able to fill? How many kind of patients they need for that month. So that's a little bit of how we do the retargeting. But these reports really highlight and segment. The market on
Ryan Parker: where they're having patients come from, and then where we can go to where the best opportunities are lying, and be able to bring them in
Parthiv Shah: Okay. And now show me the interactive map
Ryan Parker: So on the interactive map. I have one here that I went ahead and highlight it up
Ryan Parker: for a secondary market from another group, but this one gives a breakdown of the individual carrier routes and shows how that market is spread.
Ryan Parker: So you could see
Ryan Parker: that one mailing group we are going after is this yellow market which is their highest penetration, and then, outside of that, our markets that
Ryan Parker: are close and matching it in.
Ryan Parker: whether that's household income, and then you can see to where your coverage map actually is and where you need to be putting your ads out