The Secret to 30% Year Over Year Growth | Meet the Diligent Dentist, Doctor Mark Morrow

Show Notes

How do you grow an existing medical practice by 30% in an economy where the average pediatric dentist is growing by a 3% rate? How does one go about dominating Google search engine optimization, executing the Dream 100 system, creating effective no-brainers, and managing a high-quality staff while managing the day-to-day aspects of seeing and treating patients? Doctor Mark Morrow (the perfect business coaching client) explains his path to success.

  1. On today’s show we have the founder of Morrow, Lai and Kitterman Pediatric Dentistry in Tulsa, Oklahoma…Doctor Mark Morrow. Doctor Mark, how are you my friend?
  2. Doctor Morrow, your facility at 2930 South Pittsburg in Tulsa, Oklahoma is a beautiful new clinic, when did you first decide to build this facility?
  3. Doctor Mark, you are obviously now doing great, but our listeners love to hear where people like you started from, what was your life like growing up?
  4. When did it occur to you that you wanted to become a dentist?
  5. Where and when did you go to college?
    1. Graduated 1983 Oklahoma State University
  6. Tell us about dental school, was it difficult for you?
  7. Can you walk us through the life of the average dental school student?
  8. After school, did you start your own business right away, or did you start out working for somebody else first?
    1. Initially, he had spoken to another pediatric dentist Dr. Smith about buying his practice, but plans fell through and then he had to go back to the drawing board.  He then went to work for another dentist in town for about 3 years.
  9. When did you first open the doors of your own dental practice?
    1. Summer of 1988 he purchased Dr. Smith’s practice which was the original pediatric dentist he first started talking to when he finished school. In his first 2 months of his practice his son went into the hospital, then shortly after his daughter was born.
    2. I took about 1.5 years before he got out of the danger zone, he doubled the client base in that time frame.
    3. Married to his Wife 1981
  10. When did Doctor Lai and Doctor Kitterman join the team?
  11. How did you first meet Doctor Lai?
    1. He met Dr. Joe Lai first through a poker group after Dr. Joe opened his orthodontic practice in Tulsa.  At this point Dr. Joe was dating April Lai who was in her residency in Denver, CO.
  12. How did you first meet Doctor Kitterman?
  13. So many people struggle with partnerships, yet the three of your seem to be able to work well together, what has been the secret to your success?
    1. Dr. Morrow knew that Dr. April Lai was the best person to partner with because they worked very closely together in a very small office and they understood each others boundaries.
  14. Tell us about what makes your dental practice MLK Dentistry different from other dental practices?
    1. Central location, beautiful office between Harvard and Yale off of 31st street.
    2. All the dentists in their practice share the same values.
    3. “Free Until Three ™ “ is their no brainer.  They came up with this about 6-8 weeks into working with Clay and
      1. We do not take any financial information until the child is 3 years old.
    4. Jonathan Barnett with Oxi-Fresh will say 2 things guaranteed if you are around him for any period of time.
      1. Of all the people I have met…you are one of them.
      2. The long road is the short road.
        1. NOTABLE QUOTABLE – “Lazy hands make for poverty, but diligent hands bring wealth.” – Proverbs 10:4
  15. Can you share with all our listeners about how you and I first met?
    1. Dr. Morrow found Clay Clark and then started asking April and Joe about Clay and started quizzing them on Clay Clark.
  16. From a marketing perspective, what have been some of your biggest growth areas and wins this year?
  17. How did you create your no-brainer? Did you hit your head on the toilet seat or what happened?
    1. Dr. April Lai and Dr. Morrow share an office and they bounce ideas back and forth when they are in the office together.
  18. You are super consistent as a manager and owner, how do you stay so consistent?
  19. You are very consistent with your online advertising? Can you share with us about your mindset when it comes to online advertising?
  20. You are a living breathing growing success story, how has the growth of your dental practice been over the past 14 months?
    1. Google Reviews
      1. So many people push back from this.  You are the most reviewed dental practice in Oklahoma.  What kind of impact has it made on your business? Google and Facebook is their biggest source of business now.
    2. Website Content
      1. To date over 700 pages of content on
    3. Consistent Online Advertisements
      1. They stay consistent because they see results from this advertising.
    4. No-Brainers
      1. This is the hook that gets them in the door and then they keep them for life.
Business Coach | Ask Clay & Z Anything

Audio Transcription

Thirteen multimillion dollar businesses. Eight kids. Get ready to enter the thrive time business coaching radio show.

All right, thrive nation. Welcome back into the business coaching conversation. It is another edition of the thrive time show on your radio and podcast download. I was just looking on the download statistics today and for those of you joining us from Australia and South Korea, welcome onboard the mothership and today we have a great show in store for you. We’re going to be interviewing an incredible guy by the name of Dr. Mark Mauro. I consider this guy to be at to be a friend. He’s just been a wonderful business coaching client to work with and he’s partnered with. One of my dear friends is his wife and his practice is called morrow lie and determine. You can check them out [email protected]. It’s m L K Dr. Tomorrow, how are you sir? I’m doing great. Clay. How are you? Doing well. I tell you what, I’m excited to have you on here because a, you’re an actual real entrepreneur and our listeners are all pretty much real business owners and so I want to.

I want to talk to you about your new beautiful clinic first. If I could start there. And by the way, this microphone requires eating it almost like a corn dog. So this just a little note for you. So your facility is at 29, 30 south picked Pittsburgh and our thrivers are all going to go check it out at 20 9:30 South Pittsburg and Tulsa in it is a beautiful facility. When did you first decide to build this facility? We started thinking about building a new building in 2008. Two thousand eight. Yeah, we heard our, our landlord came and offered us to build or buy our existing building at the northwest corner of 31st and Harvard and Tulsa, which was probably 80 percent empty. Really? Yes. So when you built the building, I mean how long did it take you from the time that you decided to build it?

To actually complete it because it’s a gorgeous facility there. Yeah, to about two to two and a half years from designed to finding the property and then getting it built. And for a lot of our listeners out there who are saying, gosh, that’d be awesome to have a big, nice building in a great location and a thriving company, but a lot of our, our, our listeners, they want to know, you know, where you started from. So I want, I want to go back to the very beginning before the big building, before the great practice, before a achieving some success there. Where did you start? Start from w. What was life like for you growing up? Well, I am a lifelong Tulsa resident. Believe it or not, the only time I’ve lived outside of Tulsa is during my schooling. Really? Yes. So born in Tulsa. Went to hoover for kindergarten.

I moved out of town officially to 51st and Sheridan 1964. It was a long distance call from my mom to call her sister in town. Um, and started going to sock, went to bird, went to memorial high school. So when did it occur? When did you, when did it occur to you that you thought, okay, I want to be a dentist. I mean, was your dad a dentist? Was your mom had Dennis? When did that first idea first occurred in, gosh, I want to be a dentist. My Dad was a mechanical engineer who was passed over job promotions for years and years. So what I initially thought of was I want to work for myself. Okay. I don’t want to be at the whims of another employer, you know, bringing people in from out of town to take my job and, and I want to be in control of my own destiny.

How old were you when you had this thought? Where you? Twenty 15. 16. How old were you when my dad started getting messed around by his company when I was about 12. Okay. So 12. You kind of cemented in your mind how I’m going to be self employed somehow. Yes, exactly. Did you know you wanted to be a dentist? It, it. It came to me pretty early in high school, so I was probably 16 when I realized dentistry would probably be a better fit for me than going into medical school. So listeners out there that aren’t familiar with where you went to college, can you share with us where you went to college and how you made that decision to go there? For those who don’t know? Stillwater. Oklahoma is also known as God’s country. Okay. And I was just, I went to Oklahoma State University. Okay.

And what, what influenced your decision to go there? Was it like did the family grow up watching Oklahoma state games or did you have an affinity for the school of some kind or some kind of connection there? My, my dad got his mechanical engineering degree from Oklahoma state. So my sister was there. Your sister was there, but that wasn’t the deciding factor. I also swam competitively in high school and really was entertaining offers to swim. And probably the moment I decided to go to Oklahoma state was when I decided that swimming is a two semester sport. It is a very time consuming sport and it wouldn’t allow for adequate study time. Do, do you, um, do you swimming with a lot of people who would do well in athletics? Struggled with academics. You know where you guy who did both? Well, I mean there’s a lot of people I know a lot of people are great athletes who we meet at workshops who are really skilled with their hands and they say, I was a great wrestler. I was a great swimmer, I was a great football, great whatever, but they weren’t. The schooling was tough for them or you very rarely hear people that are good at both. Were. Was One easier for you growing up or were you good at both of them are I came into swimming late in, in my life it can be relatively speaking. I really

didn’t get interested hardcore and swimming till high school. Okay. But in that period of time I developed pretty quickly and lose entertaining scholarship offers.

So when you went to dental school, was that, was that difficult for you or was dental school and the whole college experience easy for you?

College at Oklahoma state was fairly easy and no, I, I learned from day one that if you just show up to class and listen to your instructors, listened to what they emphasize verbally, you’re gonna get most of the tests just by listening and, and so doing that. Uh, Oklahoma state

pretty easy. Did you have a favorite moment at your time at Oklahoma state where you think back and you go, I mean, stuff that you could share on a podcast? I mean, it’s Deborah, you say that, that right there was a. Did you have like an epic moment, a moment where you thought that was a defining moment for you at business coaching college that you can think back on her a few moments about Osu? Cause there’s so many great things that happened to you while you were there. Do you have any specific defining moments from your time at Osu? No, really I respect. I respect that. Okay. Well, so many people say college. I had this epiphany. I hit my head on the toilet seat and next thing you know I’m. It was fun. I had

a great, great advisor there. I decided to study microbiology. Microbiology, yeah. And you know, it’s bacteria that causes plaque and causes decay. So it all worked in. At the time I had a advisor in pre medical science. This guy was a physiology a professor. And so Dr Evans said you cannot get into dental school or med school if you major in microbiology. Well, my sister had this advisor that was in the microbiology department, a name Dr Goudy. She, she taught the first microbiology class that is offered in a calm state. It is a huge class. It’s probably 500 people in this class and the Cera team center, which is the performing arts center at stillwater. And one day I had a question and I went in and said, Dr Goudy, you know, whatever, what, what, what about this thing, what about this thing? And she said, you’re the one who sits on the third row. I’m third or fourth chair from the right, right in front of me, aren’t you? And that really made me realize if you show up for class, your teachers are going to help you. Right. So, uh, after, after talking to her for a couple minutes, so I realized that she should be my advisor and that was probably my epiphany in colleagues to put me down on the right track. What

was it for those listeners out there? I mean, Steve Currington, you never went to dental school? No, I’ve never been to dental school. Can you walk us through what the, the day to day life looked like when you were going to dental school? Because a lot of people, you know, I’ve never been to dental school or medical school of some kind. What does, what does the average day look like in dental school? The days

are different from your freshmen and sophomore year and junior and senior year. In your freshman and sophomore year you’re dealing more classwork, you’re doing your basic biochemistry, biology, physiology and anatomy, all that stuff. And then you’re learning, um, dental procedures on either plaster teeth or fake teeth? Plaster. The plaster? Yes.

Faith or for big teeth? Yes. Cadaver teeth. Uh, we did a little bit. Oh, okay. So this just didn’t. So you did work on a little bit of cadaver teeth? Yeah, we did have are so excited. Her cadaver also quit. I did not like at all. Okay, so you’re going to dental school. What year did you graduate from dental school or? I’m not asking for a specific. Trying to paint you into a corner here. Zero. What do you remember roughly when you graduated? Oh, 19. 80 three. So [inaudible] 83. You graduate from dental school. How did you go about starting your own practice? Did you go work for somebody else right away? Did you work at a dairy queen? Where were you? What was your first job out of dental school? Well, to backtrack a little bit in,

in my fourth year. Well all the way through school I kind of decided, well I don’t know if I like to be a general dentist. There’s a lot of stuff in dentistry that I really didn’t like to do. Dentures are not a lot of fun for a lot of people. Root canals are not a lot of fun for everybody and there’s just stuff that I just didn’t really enjoy, so I found myself drawn to working on children, so that limited me to to be a pediatric dentist or an orthodontist. Well, another epiphany I had in in dental school was it was the Monday after. Oh, you Texas weekend. I remember it’s October 11th or so. I went into the pediatric dental professor that everybody liked. He was an old grandfather professor and said, Dr Robertson, I think I want to go to pediatric dental school, and so here it was October 11th.

A lot of the programs had already shut down their application process in September 30th. He talked to me for a second. He said, okay, and he got turned around and got on the phone and called the director of the program at Baylor College of Dentistry in Dallas, who he was a classmate with and he said, Paul, I’ve got a guy you need to look at. And after, after Dr Taylor in Texas received that call, that was apparently my admittance to pediatric dental program. Really? Yes. It was his recommend Dr. Robertson’s recommendation pretty much cemented my, my, uh, acceptance into the program in Texas.

So when you, your first, your first job, did you go, then you had a job working for another dental practice to start off? I mean that though there’ll be your first gig in the dental world. Was working for somebody else’s. Okay,

right? Yes, it was. Um, I initially came into town. I’d already talked to another pediatric dentists on purchasing his practice. He was getting ready to retire. We got along great. He’s great. Great, great man. But he, all of a sudden while I was in my residency, he came in and had to take care of his grandson, which put back as retirement a couple of years. Got It. So that made me go rush and try to get another job position. I, uh, talked to a couple of pediatric dentists in town here in Tulsa and then decided I’d go to work for one of them and I’ve worked with him for three years.

Okay. So you worked for a guy for three years. Did you eventually buy him out or just start your own business or what? How did that, how did you, because so many of our listeners out there, Steve, we have so many doctors that listen to this show and they listened because they went to medical school. There are no classes on marketing and maybe, maybe I’m, maybe I’m getting that wrong, but in dental school did you have a whole lot of classes on like search engine optimization back in 1983? Did you have a lot of classes on it? Do they have any marketing classes at all? We had one class in business, one, one we made a lot of people. We have one. One of our great clients right now is in Tucson, Arizona, another great one is in San Diego and both of them had been struggling for years over decades, known marketing knowledge at all and they’ve just been kind of just holding on, hoping they can eventually be profitable or be more profitable. Um, so when you started, I mean, did you end up just buying the guy out? Did you, did you start from scratch? How did you start

practice? Well, I kept in touch with the original pediatric dentists that I talked to. Dr Smith finally decided he was in a position where he could retire and, and we made plans to purchase it in the summer of 1988. Um, the gentleman I was working with, I don’t know if he caught wind of what I was getting ready to do or you just had an inkling, but he said a marker, you’re going to go work for Dr Smith or go by a Dr Smith. And I looked at him and said, you know what I think I am. Yeah. So as you know, I can remember it like it was yesterday. He looked at me, he said, okay, do you want to leave now or later now? Meaning 9:00 in the morning or later, meaning 3:00 that afternoon. You have a couple of minutes this side here to work

the rest of the day or head out now. I quit now. So when you, did you do like an owner finance kind of thing? Did you get a bank loan? Did you work out an agreement where like you’re, you’re making payments to him time or what kind of a deal? Not necessary the dollar amounts, but what kind of conceptual deal did you guys set up? I did a, uh, he, he carried a little bit of it but my dad helped with, with most of it. Okay. And then, so when you started the, so now you have your own practice and if you can remember going back to this, I mean you were probably at this point 1988. So how old are you at this point? I just turned 30. So you turned 30. How, what were the biggest struggles? If you can kind of go back and kind of, uh, kind of, uh, we’ll, we’ll get steve back in 1988 to the dodgers are in the world series and then an Indian, an Indian.

And so when you go back to 1988, I mean, what were the hardest aspects of running your own dental practice to you or not? Maybe ready for. Hadn’t thought of. Well, in the first two months of practice, my son spent a month in the hospital. Oh, good time in. During that month in the hospital. My daughter was born, so having three people in the hospital at one time in your family was probably the biggest stress that anybody could have. Anytime I would like to one up you just for a second seat if you want to one up. Me Too. I just know that when I started Dj connection, I remember when it crossed the hall and I talked to Guy by the name of Jason White, who’s now, who’s now an irs agent. He’s not a quarterback. He’s an African American man by the name of Jason White, which was the.

The. The irony. We always talked on college. He always joked about it. I’m Jason White. I’m the first white black Guy Lebron made. That was kind of the joke and he’s not the quarterback for the sooners. He said to me, he says, clay, I’ve got. I’ve got an idea for your company. You connect people to Djs. We should come dj connection and I’m going to state that can be a thing. Yeah, DJ connection. We connect people to Djs. Bam, boom. So I start book. I immediately, I’m like, I gotta I gotta I gotta do something with this. I got to get a business card. I got a businesss coaching card and a flyer. Here we go. I’m rocking and rolling. Uh, I went to probably, I probably had booked maybe one or two events. Really got a good mojo going. Um, my guy who was gonna help me grow my dj empire by the name of Mark.

My roommate, uh, I come back home from a Gig one night. I come home, I remember it. I it like it was yesterday. I come home, all of the guys on my college dorm. It’s a very gregarious floor. There’s about 35 men. It’s like a fraternity at oral Roberts University. All the guys are sitting on the floor and they’re crying or look like they’re stoic or something’s going on. Yeah. And uh, my buddy Adam pulls me aside, he puts his hand on my shoulder, looks me in the eye and goes, because mark was my best friend. He goes, mark is dead. He got in a car accident on the way to Osu, Oklahoma state. His friend had a car accident and he went to pick him up like you had a flat tire mark went to pick him up. I guess he got out of the, something happened and he saw an animal, whatever happened.

And the guy he picked up with the flat tire is alive but he’s dead and I just. What do you do? You know, you know, and if I’d known the guy since I was like in like, like a kindergarten, you know, best friends. I moved to Oklahoma to be his roommate from Minnesota. So it was like this huge deal. Um, and I had a wedding to do on a Saturday night, but the funeral I believe was on a Saturday too. And His dad called me and said, I want you to give the eulogy at the funeral because mark would like you to do that, you know? And I’m like, at the time, I think it was 19, maybe I have to give a eulogy and then also get out to a wedding. And like, I feel like that’s been my entire life, like when I finally committed to sell dj connection.

Right? Right. When I had a buyer that wanted to buy it, it was, I was at a wedding and I found out someone wanted to buy it and I also found out my son was born blind at the same time. I feel like there’s a lot of that up and down at the same time, the ying and the Yang. And I feel like there’s so many business owners out there, if you’re listening out there, I guarantee you this happened to you at least once if you own a business, Steve, but you, it’s like you start the company and then you’re, your best friend dies. Then your son goes into the hospital, right? And your daughter’s born. Yes. And you just started your practice. And I remember I got back from the funeral, got back from the wedding. I got back, I’m back on a Monday. I see the red light flashing red light on the voice messages back in the day when people actually check their voicemail.

It’s answering machine or voicemail. Boop. Yet, and I hit the button, it says you have a message from Dean Boyd’s office and I hit play and it’s the dean of Oral Roberts University asking me to meet with him about being dean enrolled from the university because of a parody song that I wrote about Richard Roberts, which I thought was hilarious, but he did not like so much. So he got kicked out of college and my best friend died seriously, all within the same week of starting the company. And so I think if you’re out there, just understand this too shall pass. That’s a teaching moment for somebody out there. You got to understand that this too shall pass. So your, the first month for you was like hell, hell, hell month. The first two months were pretty much. When did the hell stop? Was at month three? When did the famine stata?

Oh my son was healthy, but he’s still in the hospital. So once I knew he was healthy, that things started getting better right away. Now. So you. How long did it take you to grow the business to a point where you felt like you were out of the danger zone? How long did before you thought, okay, I can actually confidently know I can buy groceries, pay the bills, because we all know what it’s like to have a business. When you started it, I mean, you’re basically, you go to bed but you don’t sleep. You think about it all night. When Helen did it take you before you were out of the worry zone? I think it was when I doubled the production numbers from what I bought it at. Okay. And it took about a year and a half to do a year and a half. Okay. And for the listeners out there who are trying to understand how long that is, what’s normal a with Dr Morrow just said is above normal.

Um, according to Forbes, nine out of 10 startups fail. According to Forbes, eight out of 10 existing companies fail. Um, according to the GDP right now, average American business grows at a three percent rate. Um, anecdotally, uh, you know, you think about Amazon, they didn’t make a profit for nine years. Espn took over 10 years to make a profit. Fedex took over 10 years a facebook last three point six, $3, million dollars during their first three years. So to take a practice into turn it around that quickly, you had to be doing something, right. I mean, what were you doing? Were you, when you, is it exceptional customer service? Was it, did you tell jokes? Did you serve ice cream? What were you doing?

I, I, I believe that it was partially my being and my wife’s been, my wife was pretty socially connected, being in a group called junior philharmonic. Got It. And I think that transformed into the junior league. And you had a kids boxing thing

doing so there’s a lot of teeth out. Your wife was connected? No, she was passing out cards working. She worked at just as hard as I did now. Um, how long have you and your wife been married, by the way? When we got married in 1981. So halfway through dental school, if it’s okay, I’d like to ask this and if it’s not, I’m just gonna delete it when we edit it. So either way here. Okay. Um, I’ve been married 17 years and I know that working with my wife for me has been unbelievably awesome. She does the accounting. I do the rest of the business. She does. She, she plays defense. I play offense. Um, some people cannot work with their spouses, some people cannot, some people can. Um, did you so did she could have handled the outside marketing and then you’re running the day to day operations or what were the roles for your wife and you during those early formative years when probably you couldn’t afford to hire someone to help you with marketing? I mean it was, she was, the networker, networker was um, you know, she’s never worked

in the office because her, she’s a teacher by trade. Got It. And so her skillset totally different than mine, but she can talk to anybody.

So what year did you meet Dr? April lie for, for the first time. Who’s now your partner? When did you first meet? Dr April,

it’s, it’s kind of an interesting story. Um, you talked about Dr Joe Lye. Yeah, my friend and, and uh, April’s husband is a local orthodontist. Joe is a couple three years out of. He’s like, I call it older, but he got out of dental school a couple three years ahead of April. So she came into Tulsa quicker than I did. Right. He joined her poker group and

the poker group? Yes. Where are you playing your poker? Where did you guys play? Well, we just played in household. So we just kind of cigars. No, no smoking a lot, a lot of yelling. No, just so we get a look at is it was just Kinda like a few adult beverages. You’re sipping on wine, you’re playing poker. Is this like what kind of ambiance beyond. It was all beer. All beer.

We, we basically had a easy buy in and there’s like 20 bucks buying and if you go broke you are in every hand until you win money. Was He good Jones? Okay. Joe’s kind of, he and, and he’s kind of quiet and kinda holes that stoic Mojo holds things close to the vest and. Right. And so he, he held the fact that he was dating a pediatric dental residency pretty close to the vest to and, and it was 2001 and I finally squeezed it out on that. He was, you know, he came out and said, Oh yes, I’m dating a April who’s a pediatric dental residency and in Denver and she’s going to be out in 2002. I,

she was in Denver. Yes. She went to Denver, Denver, Colorado. Okay. But she also went to Osu,

to Oklahoma state. Okay. Got It. And was also a microbiology degree and went to University of Oklahoma dental school. So we’re, we’re twins on that aspect. Okay. So we ended up getting a April during her residency, had the ability to leave the residency for three or four week period of time to go personally work in offices there, go visit offices or do something. It was one of their programs benefit. I was having shoulder surgery right after nine slash 11. Um, and I not knowing how I was going to feel, I felt necessary to, once I found April was, was able to come in was I said let’s get her in here to work and she’s probably at this point probably 26, 27 ish. Yeah, that’d be bad. And, and so here I was working on a Friday and um, it was one of these things where I worked Monday through Thursday all day and then Friday mornings. And so I was sitting in my office on Friday morning and I was expecting it just to be a normal everyday day and income. This girl that I had no clue who she was because I thought April was coming the following week to visit me instead of that day. Our initial meeting was, who are you? Pardon me? Yes, exactly. Why are you here? But it’s, you know, it’s a business relationship that just blossomed. I mean, we, we,

the listeners out there who don’t know Dr. April, um, I had a chance to dj her wedding and I booked the wedding. I met her mom, Sharon. And, uh, when, whenever you book weddings, you always meet the mother of the bride and the bride and I met them at Panera bread. Now this was the time of my life where my wife and I were sharing one car. It was a Mazda 19, 90 hand painted Maroon MPV. Multipurpose vehicle has a minivan. My wife would drop me off at Panera bread. I worked at Applebee’s target and direct TV. She worked at office depot and Oral Roberts University. My wife would drop me off at like 4:00 PM and I would just stay there and meet people back to back. Well, I meet this, I met with Sharon and this was, this is one of my first big weddings. I booked, you know, so I, I’m meeting with Sharon, I’m meeting with April and Shirin somehow looked into my soul and then she asks me a question, but it was like she looked, Steve, she asked like she asked me from the inside because he already knew the answer.

You’d like when you’re, if you’re a high school teenager trying to like lie to your mom about where you were, you know. And she says, I’ll never forget it. Will you do a great job for my daughter’s wedding because the showing as one shot at this and I’m going, yes, I will. I will dominate. I will, I will. It’ll be the best ever, ever. Just other planets will talk about how great it is. He’s like, you got the deal. So if she signs the contract, call my wife on my singular cell phone with very limited minutes. Unless you have five friends you could call you at five pill, you could call the first three minutes or one minute incoming was free. You had like five you could. You could designate there were five people I can call, but then there’s only a certain number. And so I called Vanessa and Du du Du, Du, Du, Du, Du, Du, Du.

And I mean I just booked a wedding at the summit club. Like snap. No Way. We’re going to the summit club. We’re going to the summit club. So we get to the summit club to do the wedding. As I’ve talked about on previous shows. I get there. I’ve never been on the 31st floor of the Bank of America Tower. Were you at that wedding? Yes, I was there. Yes. You were there as a killer. When was it not? It was just unbelievable. A great view of Tulsa and then bill [inaudible] who went on to become a mentor in my life for about five years. He built shafty. Her father says, here’s the deal. I have hired pistol pete, and I said, I don’t know who pistol pete is. See, does he bring in a pistol? Is this. It’s a concealed carry. What’s the deal is that’s the mascot for Oklahoma State University.

Go pokes and I’m like, who are the folks? Because I’m from. I, I grew up here, but I moved pretty early so I don’t know what’s going on. He’s like, listen here buddy, you gotta. And so anyway, pistol Pete’s there. She comes down looking like a million bucks. Dr Joe’s there. They had a great time. A wonderful event. Dr Joan, I’ve stayed, has stayed in touch the entire time. So you hired a really, really good person. How did you guys. And I’m going to ask it for the detailed numbers. I just want to have conceptually just kind of a rough idea. How did you know it was time to partner? Because partnering is like, it’s not marriage, but it’s close.

That’s an interesting thing. I’m probably two or three years earlier, I was, you know, I’d been working for 10 years by myself and I was getting a little bit burned out. Yeah. So we, there was a, a consultant, a name I’m call you. And uh, it was Sarner call here and they ran practice management for dentists basically. Got It. Um, the one of their, they have an advance investing seminar every, a deal to have trans practice transition seminars, but the one that they have is on getting. And I’m looking for new associates and slash or employees or partners, right. In the first 10 we were up in nantucket. And in the first 10 minutes, a Dick Collier, during his opening monologue, he said, well, basically, you know, there’s, there’s, um, you get an, an associate, which is just a digital employee, uh, to make money, but you get a partner to make your life easier. And once I heard that and once my wife heard that she was convinced I needed to partner,

right? And in April, um, for anybody out there who doesn’t know her, she has a, a quiet confidence, but she has a great personality and her word is her word. She says she’s gonna do it. She’s going to do it. If he says I’m going to think about it, that means I’m going to think about it. She’s very transparent, very honest. Um, but partnering, man, you hear so many horror stories about partnering. Um, how did you know that she was the right one to partner with? I mean, how did you know that? Okay, Dr Lai was the right. Because, I mean, I’m just telling you, there’s so many. I’ve worked with so many medical clinics where they partnered with the wrong person. How did you know? Because she has turned out to be a great partner. How did you know that she was the right person to partner with you?

You would have had to see our office that we were thrown into initially. Got this office was probably an eight by eight room. We had two deaths in there. We moved down the hall and we got maybe a 12 by eight room. So we expanded by 50 percent. Still had two desks and. Nice. So when you’re that close to somebody, you can’t hide anything from him. Right? You know, I, I knew and she’s down and when she was up she knew the same thing. She, she knew about problems with my kids and you know, so we, we understood each other’s boundaries very quickly.

What’s your age difference between you two? Are you about decade apart for 15 years. Fifteen years. Okay. So you guys are working together. Things are going well now. And when did Dr Bitterman enter into the picture? Because that, uh, she’s a partner partner to know she’s, she’s a, she’s an associate associate. Okay. So it’s morrow lie and determine. Yes. But she’s an associate. And you two are partners. Yes. Okay. And um, as far as partnering, everybody out there who says, I don’t know whether I should partner with somebody or not. If you’re giving advice to a colleague in the dental industry or medical industry or any kind of business in any industry, probably how would you, what would be your kind of your, and I’m not trying to paint you into a corner with specific like here are my 27 things to look for in a partner, but what are maybe your one or two few things where you say this is the kind of person you’d want to partner with and this is the kind of person you would not want to partner with.

You have to be able to get along in every, every aspect. You know, we even though we’re 15 years apart, we had, we grew up in different environments. We still pretty much think the same way. And once you know that the potential partner thinks similar to you, it’s easier to make the decision to decide

to go ahead with partnership. So what makes a mlk dentistry different than other pediatric dentistry? So if anybody out there, if you, if you don’t want to, if you don’t, you’re not aware of the mlk dentistry, if you’ve ever seen them before or looked him up, I realized that we have probably 30,000 to 40,000 people in Tulsa right now listening because of our broadcast zone. A lot of people are looking for a pediatric dentist, you know, you don’t want to like have a dentist and then switched to a new one every two years. That kind of thing. So what makes mlk dentistry different than most pediatric dentists in the green country? Tulsa area specifically? Well, first off, we’re centrally located. We’re in the middle of, of a Tulsa proper. Got It. We’re between a har or Harvard and Yale on 31st street. So we’re kind of dead in the middle of town.

Um, so with that we, we don’t have to fight the people. Northwest skelly drive, not wanting to drive southwest skelly drive. Got It. But the people south of skelly will always drive north so we don’t have that the battle with. But probably our biggest thing that we can offer and we are proud of doing is even though there’s three separate minds, you know, formulating treatment plans and providing treatment and giving opinions and stuff like that. We still all think the same. Same values, same values. We have the same method of planning treatment we have. We basically do stuff the same. Since you won’t say it. I’m going to say it on your behalf. And I. Steve, this is real talk, you know, I’ve worked with her dentist, a lot of medical people. Dr Warren and Dr. April Lai and Dr Bitterman. You do not recommend procedures that aren’t needed.

That’s one. You’re not, you’re not. There’s a lot of dentists out there. I’m just telling you. I’m not saying that’s only in Tulsa, but a lot of. I’ve worked closely with them personally. One on one where they will just, they’re like, hey, there’s gold in them teeth and I’m going to recommend some kind of procedure no matter what is going on. And you probably heard about these horror stories. I mean there’s these factory kind of pediatric dentists out there. There’s some of these larger franchises that will do this and they’re going to, I don’t care what state the child’s tooth or teeth are, and they’re going to recommend some kind of procedure. Every single time they’re gonna. Recommend removing a baby tooth. They’re going to recommend it. There’s constant like recommending of things that really don’t need to be happening. Also, you guys have this ridiculously awesome free until three promotion that you’ve committed to.

You’ve latched onto. Can you talk to me, talk to us about why or you guys aren’t the, hey, we’re going to look at these kids’ teeth and we’re going to recommend a business coaching procedure no matter what I mean because you’ve probably heard about that philosophy. Exactly. How is that different than what you’ve heard other people do? Um, you know, I, I made a comment to a mom just last week that if the dentist’s name is on the door and the dentist’s name is on the practice, you’ll probably get a better opinion where if it’s a corporate name and no, uh, you know, you have an anonymous dentist that you only meet when you get back in the room. Thinks things are probably a little bit, it’s not universally true, but I’ve seen it anecdotally from my personal experience that is, I’ve seen unfortunately be true where I’ve seen these big brands where I’m not kidding.

I literally have had a dentist tell me of a huge franchise. He looked at me in the eye and he says, here’s the deal, there are gold, there’s gold and those teeth, and I’m like, what? He’s like, you know, there’s gold in them hills. There’s golden those teeth. That’s our mantra and every single person has to be prescribed some sort of treatment or we need to remove a tooth and I’m going to put their baby teeth. Like, shouldn’t you just let it fall out or what? And he said, no, no, no, no, no, that’s, that’s heresy. I mean that, that’s their mantra. I mean, you, there’s attorneys that do that. There’s automotive repair shops that do that and I can’t work with brands like that because marketing is all about magnifying. Helping somebody get a better audience in front of more people. Can you talk to us about your free until three promotion you have?

Because that right there is truly a unique, uh, offer a unique value proposition, something people cannot find anywhere else throughout the United States. How does the free until three promotion work when we started working with clay a year and a half ago. Yup. The first couple of meetings was getting the website all lined up and getting this, the logistics of, of our base marketing going. Right. And after about six or eight weeks he came up and said, we need to have a no brainer. Oh, we’ve got to have one brainer. Yes. And, and it, it, we’d never heard that term before. Um, you know, April’s husband worked with, has worked with you for plenty of years and I don’t think he’s ever told April that. Yeah. And so first I would just make sure we get this. If you’re a dude and you want to have a happy marriage and your wife owns a business and you and a business standards rules here, one is you never want to try to solve your wife’s problems.

You know, you don’t come tell him Dr. April, I’m just going to say in general, if your wife introduces to you an emotional issue, the worst thing you could do is try to solve it. You just want to let her be hurt. Yeah. St Dr. Joseph. Wise Man, and he’s probably again, I don’t know, maybe it’s different. I’m just saying is he probably is not going to teach her about no brainers when he gets home. That’s probably not the move. Now maybe it’s a different dynamic. I just know that the Clark House, if you go home and you try to teach your wife’s some business knowledge, I don’t know. I had Steve. I mean do you feel like solving the problems for your spouses? The move? Never. So Dr Joseph. Very smart man. Smart man. Okay, so the note no brainer. This is a concept we introduced about five or six weeks and just for the listeners out there know, the reason why I didn’t bring up the concept of creating a no brainer in the first couple of weeks is because we have to get the passwords on the site.

Yeah. In every every web company we’ve ever worked with. Your, your, your previous web company was there. They’re nice people. They weren’t ridiculous, but a lot of them are very territorial. They won’t pass over the passwords and they won’t migrate the data or they won’t let you switch to wordpress and there’s, there’s these monthly maintenance fees you have to pay and there’s a lot of like transitioning your website to wordpress is usually a huge issue and then also there’s a lot of things we have to get in place so that we can handle the growth and we’re kind of laying the foundation about week five or six. I said, hey Dr Morrow, we need to come up with a no brainer and I’m just telling you, I’ve worked personally with thousands of business owners in this. No brainer is so hot that it blew my mind and then I drive driving home from work, Steve, and it’s like my head is just just. It’s still sizzling when I heard it. It’s just so good. How did you come up with this no brainer?

We, April and I, our offices now are in a, probably a 16 by 16 room, so we’re getting bigger all the time, but we were kind of opposite corners of the room and so we talked back and forth trying to figure out what we want to do, you know, can we do this, should we do this, what, what, what can we do? And I don’t know if the, if it was the epiphany or you know, my mind went blank and this rush to in or whatever, I started, it just hit me free until three and we, and we started, I said, April, what about this? And we started talking about it and it morphed into

beast real quick. Steve, I have a listener from, uh, North Chicago. Yeah. Who called in and uh, this is what he had to say about that no brainer.


you repeat that? No brainer. One more time, Carrie. Carrie could have sounded, but we don’t want to falsely. I don’t want to make any assumptions. Okay. Can you explain the no brainer one more time. So there’s no patriot, a announcer that makes it. Oh, that’s common. No, no, no, we really, really, um, Bill bellacheck prefers to make his own announcements. Okay. All bill says there’s no days off, no days off. So can you explain the no brainer one more time because there’s, there’s a listener out there who is trying to think of a no brainer. Now you have this thing. This is like your move. It’s trademarked. I mean, you own this so no one else can use this move. Now if the dentist out there is listening and they would like to use this move, can they pay you a fee to use the movie? Yes, contact us. Okay, so let’s, let’s reveal what, what does, what does it mean? What does it mean? Free until throw one more time. What we have is our free until three program is we do not take any financial information until the child turns three years old. You may have insurance, you may have self pay or a health savings account or whatever. I don’t care, Steve.

Surely it can’t be serious. I am serious. And don’t call me Shirley.

I mean, that’s an incredible deal. That’s an incredible deal. So you’ve got this great Kenny, we back up for a second here. So I have insurance. Yes. And so you’re gonna get paid anyway. Yes. But you’re like, nope. Don’t want any financial information. And until we actually start doing stuff now say if we cut the one and a half year old or two year old with decay, yes, we will charge that. Let me put this part didn’t work. Let me put this on the show notes. Steve, make sure you put on it. Okay. Jonathan Barnett, my good friend with oxy fresh and partner up there in Denver, Colorado. Jonathan always says a quote that no one ever understands. And I love John because he’s really into the Yogi Berra humor. Yeah. So John will say two things, pretty much guaranteed. If you’re around for an extended period of time, he will look at you and he will say this, Steve.

He’ll say, Steve, of all the people I’ve ever met, you are one of them and you’ll sort of go, if you don’t quite get it, you know, and you’re kind of marinating. And he also says, he says, clay, the short road is the long road. And the first time he told me that, I said, dude, in Colorado I know it’s legal to smoke a lot up here. I mean, what? What do you mean? What? And he’s like, listen, the long road is the short road. Now let me explain to you what he means about this. Proverbs ten four from this great book called the Bible. And by the way, your ads right now are following me around there. Dr Martin, I pulled up on the screen. Your ads are following me around right over here being retargeted. But here’s the deal. I’m the long road is a short road.

Proverbs 10, four was the Bible was written at a time, a very agricultural based economy and world. And it says, Lazy Hands Make for poverty. But diligent hands bring wealth. Diligence means the steady application of effort. Now Dr Morrow, did you ever live around a farm as a kid? Did you ever grew up on a farm? You’re in Tulsa your whole life being outside of the city limits for a year. Yeah, I was kind of in the country while they are building are dishing up, but that’s about as close as I dated a girl in a in high school named Katie foresman when I was going to Adacel Keto high school. Her Dad was one of the largest chicken farmers in the area. Now Steve, I’m gonna. I’m going to teach the listeners the process of raising chickens and raising the coordinated to feed the chickens. One you till the soil when it still cold outside Minnesota.

By the way, we’re talking 20, 30 degrees. You till the soil. Step two, you sow the seeds. You sow the seeds. When it’s warm. Step three, you water those seeds. Step four, you want it to be thigh high by July and every year they harvest the corn, but if you want to just so the. If you want to just till the soil and then harvest the corn like in the same month, it doesn’t work. You’ve got to till the soil when it’s still cold. So the seed, you got to warm it up. You gotta water, it won’t freeze, you know, so it’s like the spring in thigh high by July, the corn must be. So you think about morrow and kitter men and lie. You think about this, this, this, this great pediatric dentistry. First we’re going to meet your child. It’s free until three. Your child comes in there too.

You come in and the insurance, he say, hey, based upon your insurance provider, x, Y, Z, it’s going to be free. And they say, well, what A. Yeah. Who are you insured with? Again? We’re with a blue cross blue shield. Do you guys take that? Yeah, absolutely. And today your total comes out to free up, but were with aetna. It’s free. Yeah, but we’re self insured free. So you build that, you’re, you’re, you’re really sowing the seeds right there, right? You’ve tilled the soil, tilling the soil for you as like marketing, getting people in the door. But so in the seeds is kind of like you’re treating them until there. It’s free until they’re like to watering the seeds. That’s like until they’re three but beyond three people aren’t going to go to a different dentist after they’ve known you for 36 consecutive months. I mean, that is powerful. When people know you and you haven’t charged them for six months or 12 months or sometimes two or three years. Can you talk to me about why people are so loyal tomorrow? Lie In and Kinnaman after you’ve been treating their, their, their daughter or son or child or somebody for for 36 months.

It’s, it’s, again, I think it’s the consistency that our practice offers. Um, you know, even though I’ll admit I have bad days, we cannot show it right to end. You’ve got to always be a happy, happy person and everybody in our office is glad to be there. Our employees are. My shortest term business coaching employee is probably seven years right now. You’re really, really good at sifting and, and we’ve got a good strong core group of people that, that are committed to making the job. Great.

Margaret, this week I believe, and I could be wrong, I think she generated like 12 referrals from pediatricians or something crazy. I mean, she is just great at her job. Yes, Dr. Morrow’s. Great. Dr. April’s great. You have a great, a great team. Um, I want to ask you this because it’s probably a weird, a weird question, but here we go. This week Steve Currington, I actually had a client that was referred to us. I talked to them because I always do the 13 point assessments. We only work with 160 brands and so I want to personally talk to the person before we decide to work with them or not. And you know, this Steve, I’ve worked with your company for going on almost three years, right? And uh, I talked to this person and this is what they said, this is hilarious. They said, I heard that you’re the kind of ass that our company needs.

And I said, okay, true story. And they said, I heard that you’re like somewhere between ecentric in bizarre, but you’re funny enough to get away with it. This is a true inbound clay stares referred me to one of his closest friends and he told them he is the most obstinate task driven ass kind of guy, but he’s. He’s centric. I just want to know when you first heard about me, what did joe say? What did Joe say? This is a disturbed individual to be good at marketing or how did you first hear about me or hear about us or how did that. What was the referral like there? Well, let’s put it this way. I didn’t hear about it from Joe or April. Oh, really?

Them about this guy named Clay Clark. Okay. I, I started messing around on Joe and Joe’s website and I somehow saw your name on it and followed your company or a search a company found out that you’re the principal of it. And I said, April, what? What’s this clay Clark guy?


People always like reluctantly refer me. I think it’s because of the idiosyncrasies layered with the accoutrements. I mean the office. We go, he came to our office for the first time. What do you think? And you’re like, am I in Willy Wonka is screwed up office here. What were you thinking the first time you came in there? Well, it was kind of

busy and now there’s like Willy Wonka’s chocolate factory. Everything is running and running around and visible and lots of lights flashing and people bringing bells, you know, congratulating that they’ve gotten a new person coming to the workshop, next workshop, whatever. And, and so there was a lot of external distractions even though we were in the other room.

Steve, when you, when you first heard about me, what was your, did you, how did you first hear about me? Was it a reverse? Like, I think the thing is, is that like people understand this, uh, Donald Trump was tweeted at by Kanye west and he says Kanye West is tweeting at Donald trump. He’s tagging him. He says we share the dragon energy. Right? And I think that’s what I share with Connie and trump. It’s not like socially acceptable, but if we work on your account it’s going to grow. But I only work with one. So part of like my weird business coaching prayer for Dr Morrow is I’m Mike May, Dr Morrow’s, and I’m not kidding, I actually do pray for my clients, which people think is weird. He prays for more, you know, this, you know, there’s no use. I do pray for my clients and I’m like, I want Dr Marlowe’s business to thrive and make all this camera’s lives.

May, all of the scammers lists my, all the big box to antice pediatric people. May they be exposed, you know that I’m pretty intense. Like I’m all in for my clients. When you, when you and I first met, how did you and I first meet Steve? How are you referred to us? What, what was that like? I got introduced to you by Steven Sutton. Oh yeah. Steven and I have known each other through bixby and different and I know Steve because he was a banker over at Spirit Bank and they’d referred us a lot of clients over the years that needed some help. Yeah. And I’m a huge Lsu fan, so you know, and he’s provided a lot of eddie sutton gear forest for certain. Eddie Sutton, his father and son, and he’s the son that doesn’t coach. Eddie Sutton was the, for those of you who don’t know, top five winningest coaches of all time.

I mean, he’s in rare in the world myth. We’re talking like kind of a big deal. Roy Williams, Oklahoma state, legendary basketball coach. Look him up there. We’ll put them on. There’s people like my wife that literally hold like Eddie Sutton is like, is like a god to tell you a story about how cool Eddie Sutton this. Is he perfect? No, but that’s a true story. He found out my dad had als, Eddie Sutton, and he calls me up clay, and again, this is like Eddie Sutton. This is like two years ago. He’s, he’s got some health issues he’s working through and he says, Yep, I’m your father. His als. Yep. I went to visit him. Now I’ve helped him market things for his hall of fame induction event. I organized that event. Um, he’s given me the cell phone numbers of his closest friends to invite them to the event and I got to call Bryan Reeves.

I got the chance to call Dee Mason, I got chance to call these huge Osu alumni. I was given like his Rolodex of Doug Gottlieb. I mean I was hired to promote his hall of fame event so we have a very solid trust, but he sat there with a guy, my dad who couldn’t talk. My Dad had a gas mask on it, could literally not speak back and he talked to my dad for over three hours. Wow. This is 24 months ago with all of his health issues. He’s sitting there. He was wheelchaired in and he sits next to my dad and I just, I wanted to give them time because he doesn’t know my dad very well, but he’s like, Tom, how you doing? Linear story and my dad can barely hanging on just like this is like before his death and Eddie for three hours.

Talked to my dad and just encouraged him and it was the most awesome thing because I cheered for that guy when he was leading Oklahoma state to a final four back in the early nineties. I mean, and for him to come to my dad’s house, some random fan and there’s so many stories I’ve heard about Eddie Sutton. I mean he’s a. So you came into our office or my life the first time. What were you thinking, Steve? Well, I definitely knew who you were because I think you worked with another mortgage company prior. I worked with your direct competitor. I wanted you to lose every day. And so I had to hate, you know, and I’ve told you this, I’ll just tell you, I was like Clay Clark because you were like on the news back in, I don’t know when this was, this was seven, eight, nine years ago as a mortgage expert.

I was on the news during the mortgage crisis as a mortgage. I got, I was like, and I don’t have a license. I was like, no, no, no. Just so you get this. I actually organize the media to remember when Obama did the $8,000 stimulus package under Ben Bernakie, I believe it was, and it was a stimulus package. You buy your first home, it’s $8,000. And I pitched to the media, like our mortgage guy here at zift mortgage. He’s an expert. He can tell you how it works. Which is true. Yeah. Well they show up at the office and he ghosts? Yes. Yeah. He’s like, I didn’t say I’m a mortgage banker. Yeah. I just am an expert. Which I was. Right. And so I’m, they’re given an interview was all I knew about killing tons of deals. I’m. But he wouldn’t be like if I did a promotional event for your event and then you weren’t there and all of a sudden I’m a dentist expert or I mean it was, it was pretty wild.

We’d be in trouble. I wish now that I would have like just somehow met clay and dealt with that like years ago because I kind of had like a bad taste in my mouth because I was always like, oh, whatever. He went on the news. I actually called Dj connection when that happened. I was so mad. I called Dj connection and because you did our wedding, you did our wedding back in 2001. And so it wasn’t. We had a different Dj, but dad was on the SBA. Yeah, Chamber of Commerce Committee when I was nominated for entrepreneur of the year. So your dad looks just like Sean Connery. Correct. And he was the small business developed director for the chamber from 2000 to 2008 I think. And so I was like, Ooh, Clay Clark. So I called Dj connection and said, is Dj clay there? I know the story and they’re like, oh, he’s.

I was like, is he in the mortgage business now? And they’re like, uh, yeah, like how long? Like Oh, about three months or something like that. I was like, I was like, oh, I’m so I’m so ticked because you know, you know, when you’re marketing your business and you’re like, thinking how did he get on the news at that? So now I know all the moves, not only because I work with a lot of the moves now, but the time I was like, so yeah, that’s how I first met you. And then I think probably that first, that first pretty much the second meeting I got fired and then I was like, I got fired today before tomorrow, opposite opposite people. He’s like very consistent, very stoic, be tappy, very consistent and a sponge. And you are like, I rebuke what you’re saying right now.

I disagree. You prove it to me now. And while I was taking an application or a phone call and everything. So yeah, I think that’s how I met you and you know, here we are almost three years later, three years in December it will be to. But yeah, I did not have a good opinion, which honestly was funny is because that’s I think what a lot of people have about me until they meet me right now. Okay. So you’re a no brainer. I mean over there tomorrow in Lyon, Kinnaman is just a phenomenal deal and you are a very super consistent manager and owner. Dr Marlowe, I mean honestly of. And you, you hear me Steve All the time bragging on Dr Marlowe in our meetings. You’ve seen that you’ve [inaudible] you attend our coaches meeting sometimes. Yup. And our coaches meetings, I’m always trying to distill what is a best practice client and say this is what we should be doing. And so you guys, I think year over year, this year we’re growing probably 30 percent, 35 percent. What is the key to your consistency? I mean, what is your, what is, how you have a very, the Japanese call it Kaizen. It’s the mindset of continual improvement. Where does that consistency come from? How do you stay so consistently optimistic? You’re not, you’re not ridiculously, you don’t have expectations that are out of control, but you have a very optimistic consistent. Where does that mindset come from? Probably came from dad. He, uh,

you know, being a mechanical engineer, he was very logical. Yeah, very common sense. And with our one hour a week class during one semester dental school on business practices, uh, you know, you don’t get a lot out of that. And so when I was thrusted into my business in 1988, I just took every decision is a common sense approach. You know, I didn’t make any rash decisions, didn’t make any fast decisions. It’s just what made sense.

You’re very good at taking the emotions of how you feel about, let’s say we have one week where the sales go down or when they go up, it’s easy when the numbers go up to go, oh, it’s doubledown let’s triple our ads, but you’re very good at taking a measured approach and taking the emotion out of it and making logical decisions. That’s one thing you do very well. Can you talk to the listeners out there who are maybe not familiar with online advertising, retargeting ads, targeting ads, ad words, facebook, not so much the, uh, the technical details, but the importance of doing it and how it’s impacted your brand because you guys are very consistent in every week we’re seeing. I mean we had 30,000, 30, 30, or 33,000, 33,000 people are looking at the site last week for, you know, six, $700. But you’ve worked on that for 18 months to build up that kind of following. Can you talk about the consistency of and why that matters for online advertising?

Well, I kind of feel and so to you that the more times you’re exposed to something, the more often it’s going to sink in, you know, if you say it once, you might remember it. If you say it twice. Okay. You’ve seen it before. Yeah. Three or four times. She kind of get going, okay, I’ve, I now know what’s coming about. But if it’s, if you keep seeing a similar advertisement or similar promotion time after time after time, you’re going to start thinking, well about the seventh or eighth time you see it, maybe I’ll look into it a little bit more and make that first call to schedule an appointment for your child. And, and I think that’s what our biggest thing is, is we’re, we, I, I’ve, I am a visual learner. The more times I see stuff, the more I can just picture it in my mind. And, and you know, have a photographic memory. I think it’s the same thing with marketing and a lot of instances. The more times people see your name in print, the more times or the quicker they’re going to respond to it.

There are four areas where a lot of our newer clients or potential clients push back and they’re areas where you’ve pushed in and so I hate when somebody asks an athlete a four part question because it makes anyone look stupid when they’re like, oh, I have a four part question here for one, because you did try to sort all the parts. So I have a four part question. I’m going to go one by one with you about typical pushback areas. Google reviews. So many of you will push back about Google reviews, gathering objective reviews from real customers. They say, Oh, I hate to ask them. Oh, I’d hate to, you know, how do you do it? Is it possible you guys are the most reviewed and the highest reviewed pediatric dentist in Oklahoma now, not just toss in all of Oklahoma, which I realize is not the, the size of Texas, but it’s, uh, it’s uh, you know, in the top half of the states and size. Can you talk to me about why Google reviews work so well and what kind of an impact it’s made to your practice by just consistently asking?

We, uh, in our, in our dental marketing or in our dental practice software, there is a section called referrals in that I just looked at, uh, just this week and Google is now google and facebook combined is our biggest source of patients

just dominating, just dominating. You guys have, I’m looking at right now. I’m gonna. Pull it up on the big screen here, Steve. Mlk, a dentistry will put this on the show notes so that all the listeners can verify this and will, it’s all on thrive time You Click on the podcast button, you can see it as, at the time of this recording, she’s, you have 549 reviews, which just so we understand the context, the only other person that I’ve ever worked with, only two people I’ve ever worked with that have ever fully locked into this idea outside of you. Um, and Charles Cola with co La fitness and Oxi fresh Jonathan Barnett. Yeah. So oxi fresh. We have 137,000 Google reviews today. But people don’t know is he been asking consistently for 10 years? You know, it’s like a google reviews became a thing about four years ago. We’ve been asking for reviews and all the other platforms previous to that. Talk to me about website content. Just writing a ton of content. You guys have never really pushed back about that and so many people get hung up on it. Like, I’m going to hire an authored or write every page. I’m going to pay $400 a page for content. Talk to me about the impact of just being top in Google. What that means for you,

the the more that the the potential customer sees you and then a responds to your ads by clicking on and getting to your website, the more information they’re going to gain. Okay? They’ve gained it. Just, you know the game to information. Just bye. Bye.

What would you say to the dentist out there? It says, but I want to write every article myself. I don’t want to write all 1000 myself.

You don’t have to, you know, keep it simple. You know, a lot of our explanations on our pages or you know, a couple hundred words, right? If you, if you keep it short, keep it sweet, get right to the point you’re, you’re going to get your message across a lot quicker and a lot of, I think they’re going to retain it a lot better than your professionally written stuff that generally you’ll pay big bucks for

no consistent online advertising. You’re one of the only clients I’ve ever worked with that immediately grasped the idea that we’re not going to turn on ads on Monday. Turn them off on next Monday, turn them on on Monday, turn them off. Oh, we’re booked out. We should turn them off. Now you do based upon seasonality, you know when you should turn it off or turn it down a little bit, but you never turned it off and no consistency of advertising. Give us the, the, the, the concise. You hit on it earlier, but for anybody out there who says, I’ve turned on my ads every Monday, I turn them off the next month, I turn on the consistency. Why are you so consistent with your ads? We’re seeing results. There it is. There it is. That it was alter our speak for themselves. No brainer, somebody out there is fighting, they’re going, I don’t want to do a no brainer. Some pediatric dentists says, I don’t know if I should pay him to use his or not the no brainer. Why, why do you have to have a no brainer? Bottom line, it’s basically the hook is the hook

you, you, you get them in and, and once they’re in they can see what you have to offer and they decide that they want to come back.

Thrive nation. If you’re out there today and you have not checked out mlk, I realized there’s probably about 100,000 of you right now downloading this podcast. And I’m asking you to do one favor. Dr Morrow, we didn’t pay him to be on the show. What? You didn’t pay him? No, we didn’t pay to on the show. Um, he’s taken time out of his schedule to be here. And if you will just go to mlk one time and stay there for a minute. There’s two benefits. One, you can learn a lot about his company, but to he gets to rank higher in Google. So if you’ll go to mlk is a thank you. Just go there one time and just let it sit there and taken all the knowledge because one of the things that impacts your rank is how many unique visitors and I would encourage you to check out his website one time. You can learn a lot from him. Check out his site, click on the about us page, learn more about him, his team, his practice has partners. Learn about it. It’s a great learning opportunity and you can help them rank higher in Google. Dr Morrow final, uh, as we wrap up today’s show, do you have one final piece of advice you want to share for any of the entrepreneurs or listeners out there?

He have to embrace the changes that have happened in the electronic media for years. Professionals have learned that you’re not supposed to advertise. You’re only supposed to advertise this. You’re only supposed to have so such big signs, this and that. Those norms are all gone right now. And when you look down at a table at a restaurant and see four out of the six people looking at their telephones, it’s obvious that’s where you need to be.

That is the move. Now, Steve, we always went in with a business coaching boom. So Dr Martin, and you’re kind of new to the nomenclature here at the thrive time show, but booms dancer, a big overwhelming optimistic momentum. And we always end the show with a three, two, and a one and a boom. Steve, are you ready? I’m ready. Dr. Marlowe. You Ready? Ready? Here we go. Three, two, one. Boom.


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