Join us as we chat with Mike Laskowski, Co Founder and CEO of Floss Time

type of plan where you’re making everybody’s life easier and you’re getting Dental Care to people that probably wouldn’t yeah you know I I
probably wouldn’t go to the dentist as much if I had to go to the
dentist welcome back morgage daddies we got a special guest today our boy Mike
from floss time he’s been cleaning my teeth for a little over a year now the best part of it I don’t have to leave
the office yeah anyone knows me they know how much I hate leaving the office I won’t go to the doctors I won’t go
anywhere I hate leaving the office you guys fix that problem for me yeah well thank you all for having me on again my
name is Mike I’m the president and co-founder of floss time as you know we make it super easy and convenient to be
able to get your teeth cleaned directly onsite at your office and it’s just a more convenient way to bring Dental Care
to busy working professionals like yourselves so yeah it’s a great service it’s unbelievable I mean I think
everybody should do it I’m waiting for my chiropractor to do it my doctor we’ve talked about it seriously I would love
that up what made you do that what what was it your idea was it something you kind of copied from somebody else yes so
we so I had got into the dental industry in um kind of by accident my cousin
was a recruiter and at the time he was like Hey I have this really cool job offer selling dental implants so I sold
dental implants for a couple of years that’s how I kind of got the introduction into the industry and then
Co hit and unfortunately everyone got laid off at that company so my cousin
again had reached out during that summer of I think it was right when that had happened and said hey I have another
opportunity for you with my now business partner Dr magetta mlei Who has three
offices in Boston Boston dental and he said hey I have an opportunity for you to be able to create a mobile Dental
unit with me and so at the time I had gone through a couple interviews with him I had spoken with him a couple times
and I had initially had said no cuz I didn’t know if I was the right fit didn’t know if I wanted to stay in the
dental industry and then after that I kind of just said you know what let’s just do it Life’s Too Short let’s take a
little risk let’s you know take a leap of faith here and do it and so I ended
up working at his offices for a couple of years to be able to learn the dental
field right so everything from Clinical to treatment planning to how patients work in the chair and how to communicate
with patients and so we started this and and in we went live with floss time
which is now the mobile Dentistry uh on-site Dentistry unit for Boston in Massachusetts and that’s kind of really
how it started for this and you know since then we’ve really started to grow quite a bit um we service Milestone
mortgage which is one of our favorite accounts here and working with the great culture and people that you guys have here so it’s been something that’s you
know we’ve really just been trying to grow it and continue because I do think that there is a need for this in the
dental industry with working professionals who just don’t have the time to be able to get to the dental
office and if you don’t prioritize it it’s you kind of forget about it and so
you know it just makes it a lot easier for people to get Accessible Dental Care which is really our mission to be able to deliver that that’s awesome I think
it works out great so you guys pretty much just focus on making relationships with businesses get in the door set up
and all the employees can set up their schedule yeah so we basically will’ll work with the HR team so whoever the HR
contact is is we will kind of go through with them and explain what the process is as far as how we bring in the dental
equipment how patients book every question Under the Sun we get from them because they’re doing due diligence for
their job to make sure that everything is safe for their employees uh but we just try to make it a really easy and
convenient way to do it so we work with the companies one-on-one we come in we set up our dental equipment people get
their teeth clean just like you both know here and you know they’re able to go right back to work um and it’s just a
great way to be able to take care of their Dental Care without having to inconvenience them having to wait and
drive to an office wait in line everything in between for that so it’s really a money saver but it’s also a
convenience in addressing oral healthare as well so so if you started back in and we started with you in you
know how many clients did you have when you first came into Milestone so I know a good friend Sam over at CFG Financial
referred you over to us and I was like you know what if Sam said it’s a good idea it makes sense let’s check it out
and we really did did that first time and it was a big hit everybody loved it right I mean honestly if you can get Craig in the seat me in the seat you can
pull out like now the the lady who cleans my teeth and the dentist is going to find out I haven’t been there and
she’s they’re probably wondering why I haven’t got my teeth cleaned the last year and a half but I have so um you
know I love following you guys on LinkedIn and social media Facebook you guys have really grown I so you guys are
UMass Boston uh Ocean Spray Ocean Spray yeah we were just just right down the
street from you at Ocean spr so we’ve really just been trying to focus on just growing the accounts and to to answer
your initial question about how many accounts we had at the time probably three to five accounts at that time when
we had first started with you so you know I always have a lot of respect for companies like this that will give us a
chance when you’re young because I feel like when you’re trying to get your bearings down you’re trying to to get things going it can be tough and so I
have a lot of respect for those like like both of you and everyone that gave us a shot to show what we can do and to
be able to be a great company and and that’s really what we’re shooting for for this so I do think that uh you know
in the long term there’ll be a lot more growth that we’re looking forward to so yeah it’s awesome watching you guys grow
and you know obviously I’m a big Celtics fan going in Champions for the year was
able to bring my son and enjoy that experience with him but we also saw Derek white take a little spill did
smash his face against the court yeah you uh you want to take over and let me yeah yeah no we um so our our sister
Company Boston Dental uh was the one that had fixed uh Derek White’s tooth
and so we got an email from the agent and said hey you know we need a dent a
dentist to be able to do this and fix his tooth before the parade so they were in I think they were in Miami at the
time and so we got that call and at first we were like let’s you know let’s do it let’s see and then we ended up
working with his agent uh and then we were able to kind of facilitate when he was going to show up so he showed up
the Thursday before the parade we were able to give him a temp tooth and now we’re going to be moving forward with
his more permanent Dental Care um over the next couple of months or so so he’ll be with us for a little while um and we
are looking to eventually service the entire Celtics organization including the players and also the employees and
staff as well so we try to just make it a really fun experience and I think having Derek kind of on our side for
this is has really kind of helped us and get our name out there Paris at the Olympics I mean maybe this was all floss
time yeah Bost and dental all projected him in here we had it was funny cuz I had a business meeting with um with my
partner as well uh Dr Dr Malaki who is my business partner for floss time and then he also owns uh Boston Dental as
well and we were sitting there on Saturday watching Derek white on the TV on Team USA so it was kind of just cool
to be able to see you know like just seeing that he had a nice smile on TV and we were able to help with that so I
know it’s crazy never did we think I mean we really did not we I I I we just weren’t expecting it right like you just
you know we thought about it and oh this would be a great opportunity but never did we think that they would proactively
reach out to us and say hey this is what we’re looking for and we got it done so
I think it’s really something that kind of attests to the type of work and the type of dental care that we try to bring to employees and the type of dental care
that we have at our offices as well so yeah our office loves working with you are HR it’s seamless one of the big
things for me is time obviously so if I can save some save time going into the dentist and all that but really what I
really did dislike is having to worry about my insurance and things like that and it was awesome that your your back
office was able to communicate with our HR team get all the insurance all squared away no one you know if you had
a co-pay you already knew you had the co-pay coming in pay it right there in the chair move on I mean I think the entire process from walking from my
office into the chair full cleaning no no co-pays not having to worry about any
insurance it’s like minutes yeah and that’s what we try to do we try to keep a low profile when we’re on site and we
also try to just make it as easy and like you said seamless as possible because as part of the model of what
we’re looking to do you don’t want to have to have employees call their insurance waste time doing that that’s
kind of goes against the point of what we’re doing so we do everything in house to be able to make it just more convenient and that’s part of the
comprehensive care that we’re able to bring and deliver to the table for this so we we have fun doing it we have a
separate you know billing person that helps us with this and so we will verify all the insurances we’ll get your
co-pays like you know for that and it just makes it a lot easier it makes it easier for everyone and knowing that you
know that you don’t have to worry about any sort of co-pay um coming later we don’t do any billing like that so it
just makes it a lot easier that you know what you’re paying up front if there is any co-pay and and how to be able to uh
to do the insurance part of it so we just really enjoy taking care of all of that with the in office stuff like how
far does that go down the line do you guys do the cleaning but say somebody has a issue or cavity or whatever it is
sure is that done in the office as well or is that something that gets set up after that’s a great question so we will
do now as part of our model when you say the word comprehensive it’s not just we’re not just here to clean teeth and
provide x-rays we’re here to provide an actual comprehensive way of delivering dental care so we do offer dental
cleanings Dental exams x-rays teeth whitening on-site fillings deep
cleanings uh we’re going to be starting isign scanning soon so as part of our comprehensive model we really want to be
able to bring that type of dental care to the workplace and not just dental cleaning so moving forward um starting
in we really started that model of of being able to deliver more than just
regular Dental Care going above and beyond for the employees and that’s where we’ve seen a lot of success with
employees booking in getting utilization because what happens is is we just don’t
want the employees to get their teeth clean once and then they’re kind of dead in the water saying where do I go what
do I do from here so we try to make it a predictable experience to be able to deliver this to companies who need it
and employees who want these types of services and you look at how the industry just the industry in general
has changed right like with Uber and it used to be okay you know now Uber doesn’t have any any assets or anything
they’re just a middleman of convenience and that’s really kind of what we’re going for you look at other companies
that do deliver models like this some of them don’t own assets some of them do own assets but it’s just more forward
thinking about how to deliver where the industry is going as a whole as far as
the service industry it could be Dental it could be any type of Industry like that but I do think that a lot of the
industry is moving more towards the the dental um excuse me more towards the mobile part of this you’ll start seeing
more uh probably at some point more like car wash popups you’ll start seeing more
like like um the flight where they come to your house and they fix your windshield you’ll start seeing more of
those service lot of the like fill your gas tank up things like you don’t want to go to the gas station so you call a
company and they come and they fill your car up right at your house right at your office or whatever because it’s just a
convenience it’s time you know everybody’s biggest issue with kids and life and whatever it is is that extra
hour or two that you could save and especially with this where it doesn’t cost you any more money I mean some of
those other things you’re paying a premium to get that convenience but with you guys there’s no difference yeah and
and that’s and that’s where we try to just make it as when we can do that we just try to make it as easy and and
convenient as possible so that there’s no having to deal with just like you mentioned with having to deal with
different types of of ways of organizing your schedule so this is a great way for employees to be able to efficiently take
care of their oral health care and what we’ve seen is when we go to these companies we’ll ask patients we’ll be
like hey when’s the last time you had a dental cleaning and a lot of these people who have had dental insurance for
a couple of years just have not used their dental insurance and so you know we explain and we say this is why we do
this you don’t have to be ashamed of it this is why we’re doing this program to help people and be able to just make it
easier for Accessible Dental Care um so I think it’s something that there definitely is a need at this point for
us we’re just going to start to really grow and scale this uh to the point where you know at some point we’d like
to be in to States over the next couple of years um and we have started
our expansion to New York and to Texas as well so we’ll kind of copy and paste this model and be able to bring this to
other cities and other states um who need it you know especially as far as the accessibility Boston there’s a
trillion dental offices in Boston but again if people don’t have the time they’re not going to go yeah if you work at a job and it’s tough for you to take
time off not a lot of dentist office are open after yeah and that’s and
that’s like that that’s one of the that spot on that’s where we find that when we were when I was working at the the
Boston Dental for my when I was training and doing all this I was doing front desk I was doing admin I was doing
answering phone calls and everything in between and what we really saw was is all of the people that were in that area
at these companies were looking for only a.m. appointments or p.m. appointments and they could not book
anything else and so we kind of work that into the model of this to really kind of help support that there is a
need for this and this isn’t just like we’re we’re not just a random startup that comes in now we know that there is
a need for this type of dental care and those little wins like that and kind of just analyzing it were good ways to help
support and show that it really truly is a necessity for something like this so
you talk about Uber I just think of peepot and some of the services that we utilize every single day that just become normal to have your groceries
dropped off your house so if anybody’s out there watching this and you’re a massage therapist you don’t think you
can bring your bed or know your table over you guys are bringing in when I first saw all of this
go down right so I’m very skeptical if if you know if Sam didn’t link us up and tell me I was like has he been to your
office he’s like yes it’s good so I’m like all right let’s all do this it was a little slow at first right like we’re
like I don’t know it’s it’s the best idea bringing a dentist but you guys came in chairs all the equipment it
literally transformed a room to a dentist like I felt like I was walking into the dentist you have to it’s just
an amazing process and I just think now the entrepreneur goes on you’re like
why is everybody not doing this like right like Craig needs to go to a chiropractor typically prob six times a
week two or three times a week right and I’m not saying a chiropractor should be here two or three times a week but if
you’re a chiropractor a massage therapist you can book this I guarantee if somebody called like floss time
reached out and said hey we we have a mobile massage therapist what’s the interest we send an email of the company
Tuesday every Tuesday or every second Tuesday of the month we’re going to have XYZ massage in here or chiropractor I
think they’re going to get or appointments you know we’re a smaller company than Ocean Spray and UMass
obviously right how many days are you guys there at at you at like a bigger
company so UMass we’re there every single month for one week oh that’s so we we are currently working with them to
do a longer term plan where there’s more of a permanent solution for the students
um but right now we’re there every single month throughout the year so it just makes it more fun more engaging for
the students especially especially students I mean my dad was espcially students because they’re coming from other places too so they don’t even have
a dentist and that’s the thing and that’s where we service a lot of these International students who come here and
it’s already hard for most of us who live in America as it is to navigate the healthare system it’s it’s extremely
tough to be able to understand insurance is to be able to understand what’s covered how to you know book different
types of treatment and such so with this it just makes it easier for these International students who we guide kind
of guide them and say okay you know this is what your co-pay is this is what you know the cost is this is what the
procedures are so we will go through with them and kind of explain it because we’ve actually seen students at UMass
who have never had a dental cleaning or dental care in their entire life ever
like and and so that was kind of interesting of how to be able to explain
it to them and what the process is and you know that you don’t have to be scared and it’s this is we’re we’re here
to help and so it’s just an interesting way to do business especially at the on the campus of UMass because you just you
just don’t see it as often right so you have Harvard and you have some of these other places that do have Dental
Programs on their um on site on their campus but it’s not you know the Forefront and it’s not everywhere at
every single campus so eventually amazing bu and my dad used to
say he was like if you brought this I went to kobby Sawyer College up in New London New Hampshire no one’s ever heard of it super small school but he always
said you know for haircuts and different types of stuff like if there was an oncampus dental care or or on campus
haircut or anything like that he was like I would pay for that for you so that you don’t have to wait until
December until Christmas break trying to book all your appointments until summer like you should be able to use your time
off when when you want to and how you want to and not have to be you know glued to the to appointments like that
so you know this is a great it’s just an easier way to get access to dental care and like I said I know I keep repeating
it repeating it but it truly is there truly is a need and the more that we continue to see working with smaller
clients larger clients everything in between you you start to really figure out like hey this is not just this is
something that’s not just localized to he this is something that could be a bigger picture and that’s really what we’re aiming for and it’s for everybody
not just professionals who are busy I mean I didn’t even think about that like on the campus of the kids coming into
the schools and not even doing that it’s awesome and we’re working right now we’re actually working with you Mass to get um a partnership between their their
sports teams so if there’s injuries in on their sports program or hockey or baseball or field hoey or anything like
that we’re actually going to be working with their teams to be able to provide any emergency dental care that is needed
for for them to be able to address it because again when you’re in those positions you don’t ever think oh I’m going to get hit in the face with a
baseball today but when it happens you’re kind of like what do I do do I call do I call what do I do right so
most people don’t know what to do with that and so with this in EN rolling this type of program out it’s just going to
be a nice smooth way of being able to address a need like that in a in a pinch
and I think that’s really going to be able to just help the program and strengthen the programs that they have
support and the students have support so it won’t be every day but again it’s there in case it’s like Insurance you
don’t it’s there in case you need it and that’s kind of what we are for this what were some of the hurdles or like those
hard points that you guys have to get over to get this off the ground yeah yeah I can’t imagine it was it’s not
something I’ve heard about I don’t know if other companies are doing it but anytime you try to do something new especially with medical stuff I’m sure
there’s a lot of compliance issues or licensing issues that you guys had to figure out yeah and that’s and that’s a
awesome question I mean most of the time so we do have to have a mobile Dental license to do this so not every dental
office can do this you basically have to go through get approval from the Ada get the mobile Dental license um that took
quite a long time for us to to be able to do that but once we got over that we really started then kind of building out
our systems and sometimes when you have too much opportunity it becomes harder
to know what direction is the correct and the most efficient direction to go in with this so for us you know having
those opportunities was great but at the same time it kind of bottlenecks us because you have limited resources right
so you have you don’t have a full team that can help do your marketing that can help do your accounts and sales and
moving the equipment and insurance you know everything for that so when we first started we were just just
bootstrapping this thing like to the point where we were putting in
hour days and it was really and still even we’re still doing not as much of that but still you know a lot of days
for this and so you start to realize that’s when people say you dedicate your
life to being an entrepreneur now I really truly understand about how much
time goes into it when you’re doing it yourself in the beginning and just hustling and that’s really a lot of time
to get all this in place telling me man you know it doesn’t it gets easier I just have this new obstacles of you like
you like with a couple of people just doing everything moving all the stuff cleaning everything up doing it billing marketing just trying to do everything
which was what we had in the beginning too where we were trying to do everything and then eventually slowly
you put a person in place for this you put a person in place for that but it takes a long time to get all that stuff set up one the cost of doing it two you
also have to take the time to then go get somebody to do it train them and there’s only so much time to be able to do it so that’s a struggle that a lot of
people face I me I think if you look at like the construction industry you know so many small construction companies
struggle with that because they don’t know how to grow it you know okay I can do this I can side this house myself but
I’m also now going to have to build I’m G to have to quote I’m gonna have to do so you have one or two people trying to do everything but it’s impossible to
grow that way and that’s how exactly how we kind of felt in the beginning um because again you’re just you’re you’re
hustling that’s what it is that’s what it takes to be able to get it up but it’s the smaller tasks that are actually
the the hardest for me because it’s oh you got to call this patient back you have to follow up and submit this
insurance for this person so there’s a lot of other tasks aside from more of the bigger growth initiatives that
you’re working on that that’s where it becomes the complicated part of it of
you only have one person or two people to be able to do this and that’s where you know you have to try to manage as
best you can and you know I think it some of it you can’t get frustrated naturally you will but at the end of the
day you can only do what you can do and you can just put as much effort into it as you can and do the best you can and
that’s what it is until just like you said you hire you get an account executive or you get someone to do those other tasks that now that frees you up
to help with the growth of the company or whatever you know position you want to be in for that now with your you guys
talked about expanding to other states and everything is that more of like a kind of a franchise thing where you
reach out to dentist offices out in Texas or wherever and kind of give them
the model give them the blueprint give them everything and it’s of a franchise or you guys hiring dentists and starting
you know from scratch there yeah great question so we are actually we want to have all of our own internal team to be
able to do this so we would not really go towards the franchise route we would go because we think that the level of
care one you have to have a trusting P people that work on your team and I think when you have trusting people that
you trust and you know that these are the people that you’re going to get the job done with it just makes everything a
lot better and and the dental care is increased right hiring the right dentist hiring someone who’s outgoing for some
sort of model like this right and so we just try to at this point we’re going to be trying to hire internally and so we
know okay this person is kind of in control of they’re you know they’re a manager of this unit out here in New
York or maybe we have a couple units going so it’s still a work in in process and progress for this but we are looking
to eventually just get our own team just like what we’re doing here at our Flagship location in Boston so I think
it’s going to be interesting it’ll be an interesting way of of trying to find these people because it’s the dental
even though the dental industry it’s all one industry it’s so different in different areas accessibility and you
know the type of care that you can get delivered so we just have to make sure that we do our due diligence for all of
our patients that we’re hiring the right people that are going to get the job done for us do you find Massachusetts to be one of the tougher ones to get all
those licenses in place or other states you’re you’re starting to look into yeah I think I think massach you probably
picked two of the hardest New York and mass yeah I I mean locationally it’s it’s nice because it’s close but I do
think that uh it just it’s state byst state so a lot of it you know most of it we work with with the Ada on all of this
so it really just it depends on you know what their level of confidence is but now that we have a model that we know
works that we’ve had success with no incidents or anything like that it’ll be a little bit easier for us this time
around to kind of kind of go and say hey this is what we’re doing and this is what you your guidelines were originally
for us we followed them and here we are so anytime there’s somebody that
disrupts an industry right we’ve all watched The Uber Netflix and all of
these different companies that really kind of go in do you foresee or do you guys talk about internally in meetings
you know what I don’t know Burns dentist is really gonna like floss time or Craig’s dentist or the know the or
employees that you’re seeing at Ocean Spray or UMass those dentists that usually see those kids or those
employees that work there do you see any backlash because a lot of dentists I’m
guessing they’re not you know years old and ready to go and Take On
The World they’ve kind of got set in their ways they have their book of business and now they’re going to start seeing that as you guys
expand are you guys already feeling some dentists getting phone calls or and you know what it’s kind of a weird practice
I think I think internally at for them I think they probably feel like that but I
think what we’ve created so far is really a culture in the dental industry of hey this is what our team is this is
what we’re doing and I think a lot of those dentists actually are interested in what we’re doing because I think at
some point you know we’ll be able to help guide other people as far as Dental Dental marketing is one thing that we’re
doing a lot of these places that we work with and that have not seen their
dentists or people that they haven’t seen their dentist in a while I you know I don’t think that their dentist is going on saying oh we’re missing this
person and this person but I do think that eventually we will disrupt the industry to the point where it’ll be a
bigger conversation about who likes us and who doesn’t and if we’re not liked that’s fine with me we we stick to the
plan every time you don’t make changes to your business based on external
things about what other people think or anything like that you know your business the best and you stick to the
plan and that’s what we’ve done so far and it’s what’s worked so far so I like it I like the the change or you know
figuring out a problem that there is and coming up with a solution and I like like uber I mean Uber’s made everybody’s
life easier probably not the taxi drivers but medallions in New York Medallion in New York but you know
everybody else’s life is easier because of this and what you guys are doing is pretty much spot on with that same type
of plan where you’re making everybody’s life easier and you’re getting Dental Care to people that probably wouldn’t
yeah you know I I wouldn’t go to the dentist as much if I had to go to the dentist yeah now you guys come every
months I get a cleaning every six months I don’t have to worry about it I’m going to be here anyways sure but now I don’t have to go and schedule it yeah it’s
preventative as opposed to oh I definitely have a cavity I’m been pain I have to go to the dentist that’s kind of
what most people probably do sure even if they have insurance like I didn’t even think about that like I’ve always
gone to the dentist because I knew my my hygienist pretty well um now you get a
new she’s mad now oh it’s all right it’s allor but you know what at the end of the day it’s really convenience and I
think the more you guys scale and keep growing I’m I’m really excited to see where this all goes because I can see
dentists and hygienists calling up and saying Hey listen I’d rather work for you guys like the culture is better I
mean let’s be honest how much fun can it be to walk into the same dentist office for years in a row as opposed to hey
next week you’re going to be at UMass the week after you’re going to be at Milestone two days you’re going to be at
Ocean Spray whatever it is it’s like feel like that would be more fun more enjoy of a job you’re meeting different
people yep and I’m more grateful after I have my teeth
cleaned in the office then when I go to the dentist I’m like all you got to credit pay my copay just get me out of here but now I was like hey thanks a lot
thanks for coming here guys like so from the employee standpoint of from Voss time they must love it like yeah and and
that’s once we’re at the point where we’re going to really start hiring here I think it’s going to be an easier sale
for us to be able to get new staff because of how we’ve built the culture
and similar to how Milestones culture is as far as being fun and engaging and
hiring the right people and everyone being on board with the same Mission this is what we do with floss time and I
think it’s going to be a lot easier because the dental industry right now is tough as far as Staffing uh Co really
messed everything up when you didn’t have classes three classes two classes of hygienist that have not come out and
now it really truly affects the industry and so when we reach out out to people we tell them do your research on us do
your research on what who you would like to work for for an employer and if you think that we fit that realm of what
you’re looking for let’s have a conversation let’s talk and so that’s how we’ve kept it we don’t go extremely
hard on recruiting right now um but we are going to be pushing for that in the
future and I think it’s going to be a lot easier of a sale for us because people see the culture people see what
we’ve built they want to be a part of it it’s a new way to deliver dental care and just like you said you have people
that go into the office it’s it’s not for everyone it’s not for every hygienist it’s not for every doctor it’s not for every person that works for you
know for something a model like this but I do think if you’re the type of person who likes doing new things and change
and and not going to the same spot like you said every single day then this is
the job for you and if it’s not we’ll be clear about that in our interviews and
everything and usually in the first minute to two minutes of talking with someone I know whether we’re going to
hire them or not it’s just how you know how outgoing you are and that’s the type of model that we really try to strive
for because you want patients to be engaged you want employees to be educated when they’re in the chair and
say just like you were talking about earlier preventative care if I stay on my preventative care I might not need to
have fillings in the future and so this is a great way for employees to be able to do that and have their Hy their own
hygienist start to develop relationship with them you know Crystal will be back with us here uh and and it just makes it
a predictable experience and I think that’s what people want nowadays is predictability like hey I know they’re
coming back to the office this is who I’m seeing and this is the type of culture that they’re bringing bringing
to our office and I think that’s really a Hot Topic right now is culture in the workplace and people being different
doing different things to to stand out because in a postco era the the industry
has changed fundamentally every industry it doesn’t matter whether it’s it could be Insurance it could be Dental it could
be mortgages it could be anything I’m sure that you have seen your own change with Milestone and and how you’ve had to
kind of shift and so I think that’s kind of given a boost of the shifting part in
in being able to really differentiate companies and you have companies who are good companies and then you have
companies who are great companies that make the leap from good to great I don’t know if you’ve ever seen that book or not but it’s a great book so you know it
it just highlights how you have to be creative in this industry now in a postco era especially with dealing with
employees who work from home some are remote some are in the office a couple days and so it’s harder for HR Personnel
to be able to manage that how do I keep all of my employees engaged and not just the ones that are in the office and so
programs like this are a great way to be able to re-engage those employees hey you’re coming back to the office Tuesday
Wednesday Thursday we’re doing Wellness weeks we’re doing on-site Dental Care we’re doing eye exams we’re doing
massages we’re doing chiropractor so everything under the sun you could have and be able to bring onsite for this and
I think in probably the next year you’ll start to see a lot more on-site
engagement for companies in their in their culture for their employees because I truly think I I you know
beforehand I always used to think that money was the most important part for everything and I worked for a job when I
was out of college making $as a -year-old good money but I was
miserable I hated the job I it wasn’t what I thought it was going to be and so it’s a good Learning lesson for for me
especially to be able to say that money is not everything and I’m glad that I did learn that years ago when I was and now you know I’ve kind of stuck
with that that it’s not always about money and people are looking for emplo employees that are looking for places to
work they’re looking for more than just a monetary number on them they want to be part of a team they want to be part
of a culture they want to be part of an organization that they can grow with for the long term and I think that’s what
people are really looking for and I truly think that the companies that realize that are going to be the
companies that are going to be the most successful in their industry because they’re engaging their employees who
aren’t just coming to work for one day and saying oh you’re at a desk job and you’re doing this from : to : you’re
there you’re talking with your employees you’re being engaged you’re doing programs you’re doing afterwork stuff
everything in between and so I think the culture part of this is where companies are going to really start in a postco
era focusing on that and we’ve seen that already and I think that’s part of why we’ve had a lot of success because we
try to similar conversation to what I’m having with you now we bring that to the HR like we have these same conversations
where it’s you if you want your company to be what you want it to be start with us this is a great way to get people
engaged at your company great way to get programs going and watch the growth and
watch the employer for a company to do something like this because one like you’re saying it helps kind of build
that team and build that camaraderie and also okay well now my company does a wellness thing every month every six
months I get my teeth cleaned you know whatever it is yeah whatever pieces of that you put in there well now it’s
maybe not as easy to leave because all that stuff’s already set up sure you know am I going to leave this is fun I
have a good time here all the stuff set up I already have all these things in place am I going to leave for an extra cents an hour
because now I got to go Rego and change all this stuff and then also for a company it doesn’t cost them anything to
do any of these things to have this stuff in place if anything in my opinion it saves companies money because instead
of me taking time out of my day for two hours or three hours to the dentist I’m here I lost minutes not hours sure
because you can’t go to the dentist before work or after work you can’t do some of these things you have to take time off people have time that they can
take they have sick time whatever you’re going to burn that stuff up so now you’re going to lose more man hours per
day every single day if you took if you had a massive company and you had a people and they all left for three hours
versus they all left for minutes sure it’s a lot more production that you’re going to get and that’s what we as as
far as the HR side of things and utilization and employee engagement we always try to tell those HR people and
and personnel and say Hey listen like don’t you think your employees should use their PTO the way they want to use
them and not going to the dental office or not getting their ey care done uh driving there waiting in traffic paying
for parking waiting in line having to drive all the way home after like it’s just not we’re trying to create just
like you said earlier disrupt the dental industry here and this is what we’re planning to do for that but it you know we try to make it employee engaged
towards the employee and show these these companies that just like you said you’d rather have burned minutes than
three hours and it just becomes once you realize that and you start to see the
value in little wins like that for companies it really makes a difference and I do think that a lot of these
companies will start to realize this in the next to months more than they
already are now um but I do think that the industry is going to change for the better as far as Employee Engagement and
culture and what people look about I care can we get that in here too somebody start that up yeah we uh we we
work with onsite as well so you know we yeah they do they bring like their bus down and they do on-site exams
and such and so what we’re trying to do in the future is basically create Wellness weeks for employers where we
work with we work with CVS or Walgreens and you know for flu shots and such so we’re going to start putting
together weeks Wellness weeks where hey this is what we do this is our Network and this is who we can bring in and just
make it easy and do it all in one week get the hype get spouses children everyone that wants to get their
Wellness taken care of as long as it’s okay with the company we’re happy to see them as well maybe a physician to do an
annual that would be nice yeah I mean it’s I know it sounds crazy like the
convenience of this from an employee standpoint for me is amazing like I wish
like if you guys did that week that’d be the best week so you just have your eyes checked physical done yeah dental work
you can do everything in three hours versus minimum of over probably three hours is probably low if you have to
leave go wait now you’re waiting in an office for minutes to just get called
then you’re waiting another minutes in the room for the doctor to come with you guys your appointment’s here you walk in the door you’re in and you’re
out how many times and I’m G to I’m going to get myself in trou for saying this I look at
my watch I look at my schedule I’m like not going to the dentist today like something’s coming super more like it’s
more important on site I already know like what am I going to do walk it like walk by the office
like not feeling well guys got canel that be my office working like from that standpoint I would you you just don’t
think of it I look at my schedule you know every Sunday night and I’m like all right worst case scenario this happens
this is where I can cut time sure this is the appointment that I’m going to miss this onsite thing I mean I don’t
think we had one person miss their appointment right I mean and if they were busy Craig was busy somebody else
switch it out you don’t have that kind of flexibility when you have an appointment I I cancel appointments all
the time I book them months months out and that day comes [ __ ] popped up I
don’t have do they give you fees yeah oh yeah I still get one from this
acupunctur $I to the last appointment I’m like okay what am I going to do and
I think that’s you know that’s where we the small details matter and that’s where we try to go above and beyond to
help you know if an employee has a cancellation like we’ve run into it frequently I mean it’s just people have
meetings that pop up when we’re on site and such and you know we just say hey can you try to switch with someone else and to % of the time they can
usually fill the appointment so it just becomes to do that when you’re all in the same office yeah when they call the
office we’re not making it in or they just no show you can’t really do that well that’s the thing is is now you’re
talking about utilization you’re talking about uh hours of having to either pay your hygienist or make them clock out
which hygienist in that case don’t like to do we are always fair about it if there’s an appointment and it was booked
and it’s the same day we still pay the hygienist we’re not going to be playing Ticky Tac stuff like this about oh
nickel and diamond people you’re there you’re committed you get a ton of hygienist pay stubs and they’re like oh
yeah I work hours a week and you get all the pay stubs you’re like you never work for oh well if there’s no P they
just come we leave early I’m like very hard to now qualify for a mortgage one but two like how do you rely on like you
don’t know you’re at the mercy of if they have appointments or if they don’t have appointments well they just forget yeah it’s hard to forget when he’s
wheeling in all the equipment chairs and everybody in the office everybody in the office is happy like mean you guys did
uh some t teach white name for us and everyone was having a contest on who’s where the whitest I won I was going to
say I think you I remember you having fretty white and they’re still fretty whes so I drink a lot of coffee so I probably need to get another one in this
this next year but we’ll be back so do it again and that’s the other piece is like I already know a week after you
leave when the next time you’re coming yeah the office puts it out as as the company it’s in our calendar sure so now
you’re not double booking it because you don’t want to be that employee who doesn’t show up know you’re not coming for another six months right so that’s
the de it’s like if I miss that well we try and we try to make it predictable
right so when you come out of the chair as a patient we’re going to say Vern you’re going to be coming we’re coming
back in four to six months from now would you like to book your next appointment and you get the patients booked right there it’s a predictable
way of doing Dental Care they know when they’re coming back they know when their appointment is they’re aligned they can
ask questions in person just like a regular dental office and so it just makes it a predictable experience and it
makes it once we get into the chair and we get into the education we try to make it fun we play the music we pay you know
we play the Netflix we do we’re working on some other little things here that we’re doing in in chair as far as other
cool things like pillows and you know your own headphones and such so we’re working on making it a more of like a
spa-like experience and not going to the dental office as far as the preventative care feelings to a dentist office and
just like smell you you’re like not the most enjoyable place in the world to hang out well and it’s loud people
scared they see the instruments and they get scared naturally it’s what you see in yeah you know so it’s like what you
see in movies you see the stuff on the table and you’re just like oh man I’m scared but we try to just make it fun
and enjoyable and like you’re just taking care of yourself and that’s what it is Mike we really appreciate you
coming on mortgage daddies we wish you Contin success keep scaling this thing out it’ll be fun the market I mean
that’s all I can think about is just Uber for the dentist business that’s what we’re doing out there keep getting
at it and uh you know keep us in in the loop on Derek White and the Celtics
hopefully we have another championship year coming up I hope so all us so well thank you very much for having me I appreciate it thanks having see you guys
next time