Payman reunites with bestie and occasional show host Prav Solanki for a long-awaited update on his mission to bring effortless enquiry conversion to dental clinics.

Prav briefs us on the story of Leadflo from its early barebones launch to becoming the most advanced dental CRM on the market.

Packed with Prav’s trademark insight on sales psychology, the conversation covers the challenges of software development, nuances of the buyer journey, and how Prav’s practice experience as a practice owner and marketer have informed Leadflo’s painstaking design.



In This Episode

00:01:41 – Where’s Prav been?

00:03:50 – Intro to Leadflo

00:06:18 – User experience

00:08:22 – Response, follow-up and warming

00:16:40 – Messaging

00:21:44 – Long-term buyer journeys

00:27:09 – Sales process psychology and consistency

00:32:28 – Onboarding and simplicity

00:35:46 – Emotional intelligence, cadence and frequency

00:39:23 – Personal experience

00:41:22 – Product development


About Prav Solanki

Prav Solanki is a marketing scientist and dental growth specialist who has supported countless dental professionals and organisations to achieve stellar growth.

He is a co-owner and director of IAS Academy and founder of The Fresh, the UK’s leading dental growth and marketing agency.  

His latest project, Leadflo, is described as the world’s most advanced CRM for dental clinics.

Prav Solanki: It just wakes them up. Right? And this is the thing that the way I look at a CRM system, [00:00:05] it’s there to deal with the initial inquiry. It’s there to teach your team what to do [00:00:10] and when, and manage that flow of when to call them a second time, a third time or [00:00:15] fourth time. They shouldn’t have to send themselves set themselves tasks. The system should automatically [00:00:20] do that for you, so you don’t need to think when you’re using it. Push that to one side, mate. [00:00:25] What it should be doing is waking up your inquiries periodically, but on a one [00:00:30] by one basis rather than in in mass, right? So hey, Prav inquired [00:00:35] three months ago, send him the seven word email, perhaps not responded for [00:00:40] ten months. Send him the Break-Up email Prav hasn’t booked a consultation [00:00:45] yet. Ask him to send us a selfie of his teeth so that we can show [00:00:50] the dentist to give him some advice because he’s not quite ready to come in. But is he ready to send [00:00:55] us a photograph of his teeth? Let’s try that one. And then so many patients respond with their picture, [00:01:00] right? So they’re one step further to coming in, one step closer to coming.

[Voice]: This [00:01:05] is Dental Leaders, [00:01:10] the podcast where you get to go one on one with [00:01:15] emerging leaders in dentistry. Your [00:01:20] hosts Payman Langroudi and Prav Solanki.

Payman Langroudi: Give [00:01:25] me great pleasure to welcome Prav Solanki onto the Dental [00:01:30] Leaders podcast. Some of you might have remembered Prav used to be used [00:01:35] to be a host on this on this show, but uh, once again, perhaps gone missing. And, uh, [00:01:40] lovely to welcome you back, my buddy.

Prav Solanki: Thanks, pal. It’s it’s a real pleasure and a real privilege to be invited [00:01:45] to this podcast and, uh, to be a guest on it. I’m a big fan. I listen [00:01:50] to it every week on my commute to work.

Payman Langroudi: Talking of commutes, um, once [00:01:55] again, I’ve been out and about, and the number of you that keep coming up to me and talking about your [00:02:00] commute, listening to Dental Leaders, it’s such a such a massive honour to know that you [00:02:05] choose to listen to a Dental podcast on your way to your practice. And once again, [00:02:10] we were saying, you know, not not, not everyone hates their job so much that they want to get away from it all [00:02:15] the time. So Prav where have you been?

Prav Solanki: Lucky to add to that, buddy. [00:02:20] You know, even though I’ve been missing in action. Um, even now, like, every time [00:02:25] we get a discovery call booked with a client and, you know, they’re interested in whatever marketing [00:02:30] services or whatever it is, we always ask, like, you know, how did you how did you come across? [00:02:35] And some people say, yeah, I follow you on social, but even that I go missing in action quite a lot, right? The [00:02:40] vast majority of people have heard an episode that resonated with them [00:02:45] or have listened to, have discovered me through the Dental Leaders podcast. Right? So, [00:02:50] um, it’s really nice to hear that the community are tuning in to the [00:02:55] podcast and, um, getting some value out of it and, and continue to do so right in my [00:03:00] absence.

Payman Langroudi: Yeah, I like I like to hear that, but bearing in mind you’re never on so. [00:03:05] Yeah. Yeah, yeah.

Prav Solanki: So listen, I’ve got you to thank for this, mate, because [00:03:10] you’re doing all the hard graft and, um, and the intro says, uh, what does it say? Something like, [00:03:15] um, hosted by Payman Langroudi and Prav Solanki. [00:03:20] Kiki. Kiki or something. Something like that. So, uh, it’s funny.

Payman Langroudi: Because now there’s a Payman [00:03:25] Langroudi on, um, uh, mind movers, you know? Posted [00:03:30] by Rohan Eskander and Payman Langroudi Didi. So [00:03:35] now I know how you feel. So where have you been, buddy? Where have you been?

Prav Solanki: What I’ve been busy doing. [00:03:40] And we’re going to make a pretty bold statement. Pay. I’ve been busy in the depths of creating [00:03:45] what is the best Dental CRM system in the world? [00:03:50]

Payman Langroudi: Crm, customer relationship management. So obviously I know all about CRM systems [00:03:55] because we run our business with the CRM system, a database essentially of [00:04:00] the state of customers and potential customers. And [00:04:05] in ours it goes, you know, I don’t know, lead prospect, lead [00:04:10] customer, and then great customer type thing. Um, how does that relate to a dental practice? [00:04:15] Explain that to me.

Prav Solanki: So in a dental practice, um, I think the way I look [00:04:20] at it and the way I’ve always looked at it, right, is that sales and marketing are [00:04:25] two things that need to be so intertwined that [00:04:30] employing a marketing agency to fix your business, or provide a silver [00:04:35] bullet to change your business is just the wrong way of looking at things. And [00:04:40] so what a CRM system does is it takes that inquiry, whether it’s come [00:04:45] from a website, a Facebook ad, a Google ad, any kind of marketing, and [00:04:50] amplifies the impact of that inquiry by following [00:04:55] or following up that patient in a way that elevates [00:05:00] conversion rate from inquiry to consultation, from [00:05:05] consultation to yes, from yes to completion of treatment [00:05:10] plan, from completion of treatment plan to multiplication. Google reviews, [00:05:15] Facebook reviews and referrals. Right. So it’s that end to end patient [00:05:20] journey. And in my mind, you know, whatever it is, a CRM system, whether [00:05:25] you pick something off the shelf like Pipedrive or HubSpot, and there’s [00:05:30] all these we’ve played with and used over the years. The biggest problem [00:05:35] that we found with them was the user experience, right? It’s a CRM system [00:05:40] should be developed for the end user, not the business owner, not [00:05:45] the business itself, but for the end user, which is the TCO, [00:05:50] the lead ninja, the receptionist, whoever is managing that flow of patient [00:05:55] inquiry right through to completion of treatment.

Payman Langroudi: I think one of the common difficulties [00:06:00] is that a lot of our team are enlightened. For instance, they live on the CRM [00:06:05] system. That is what they do. Whereas one of the difficulties in a dental practice [00:06:10] is getting the team to actually, you know, use it. Am [00:06:15] I right? And that’s where you’ve really been focusing in, right?

Prav Solanki: It is. And so the, [00:06:20] the, the CRM system that we’ve built, lead flow is a system that [00:06:25] is in it’s probably, I don’t know 30th version today as it holds [00:06:30] right. And so our first incarnation of it was actually in [00:06:35] my own practice in the Dental suite. And it was beta tested by a, by a whole bunch [00:06:40] of clients as well. Right. But the user experience was shit. Okay. [00:06:45] It was really bad. It was so bad that you needed to spend [00:06:50] a day training the team how to use it. Okay. And [00:06:55] then if a team member moved on or if another team member needed to jump on it because [00:07:00] somebody was off ill or on holiday or whatever, the whole lead management process [00:07:05] would become a nightmare, right? And that’s when we realised very early on that [00:07:10] this is about the user experience. And our whole aim was to [00:07:15] create a system that required zero training, that was so intuitive [00:07:20] that you log in and you know exactly what to do. Lead flow [00:07:25] tells you what to do. Call this patient. Call this patient for the second time. [00:07:30] Follow up this patient, ask the patient how their holiday was, etc., [00:07:35] etc.. Right. So that one of the biggest things is getting the team to use it and [00:07:40] what we, you know, the best and biggest feedback that we get from our clients [00:07:45] when they either move from another CRM system or nothing is [00:07:50] this makes life so much easier. And so the workflows and the [00:07:55] systems and processes that I’ve put into place and my own follow up process [00:08:00] that I believe every single patient inquiry should go through in terms [00:08:05] of follow up. And it’s my belief pay that every lead, [00:08:10] every inquiry, every new patient engagement that lands in your inbox, your [00:08:15] Google spreadsheet, wherever it goes. You should be following up that patient for a minimum of two [00:08:20] years.

Payman Langroudi: It’s crazy man. I mean, let’s, let’s let’s try and do [00:08:25] a, you know, side by side kind of analysis of what what things are like [00:08:30] sometimes when, when you get a new client or let’s go back to, you know, the times when, [00:08:35] you know, dentists weren’t using things like CRMs, how are things, what are things like? So [00:08:40] the scenarios I remember in dental practice, patient sends [00:08:45] an email, it may be gets answered the [00:08:50] next day or the day after. That was maybe the way I remember [00:08:55] it. No follow up of that. If the patient doesn’t come back, nothing [00:09:00] once in a while, you know, it was almost like you would get the patient despite [00:09:05] the practice rather than because of what the practice was doing. Talk me [00:09:10] through. You know what? What do you see out there when when someone starts using it? What were the mistakes [00:09:15] they were making and then how the software addresses all that.

Prav Solanki: So going [00:09:20] back to those early days pay where there was that okay, email may land like one of the [00:09:25] biggest things I’ve seen, right, is that all the inquiries are going into the junk folder. [00:09:30] Oh, God. And then, you know, lo and behold, a month later, two months later, six months later, we [00:09:35] find a ton of inquiries and junk that have gone unanswered. Right? I’ve seen that over the years. [00:09:40] Right. And it’s it’s one of those heart drop moments that when you see [00:09:45] that and you think, Crikey, what have we lost here? Yeah. But today, you [00:09:50] know, we’re all in competition hunting for these patients right through Google ads, Facebook [00:09:55] ads, organic search, whatever that may be, whatever your you’re investing in, right. [00:10:00] And when that inquiry lands like instant response [00:10:05] is insanely important. Right. So I’ll tell you what I see at the moment. The same. [00:10:10] So people are using sort of some CRM systems at the moment. The same auto responder goes out [00:10:15] to the patient. Right now, it doesn’t matter whether they’ve inquired about implants, ortho, [00:10:20] composite bonding, whatever it is, they get the same response auto responder, which is better than [00:10:25] nothing. Yeah. Which is better than nothing. Right.

Payman Langroudi: What does it typically say? Well, we’ll we’ll be in touch [00:10:30] soon sort of thing.

Prav Solanki: Thanks for your inquiry. We’re a practice that is, you [00:10:35] know, uh, centre of excellence in X, Y and Z. We offer [00:10:40] a complimentary consultation with a TCO. Um, a member of our team will call [00:10:45] you shortly and get you booked in. Maybe. You know, here’s a video about a patient journey, [00:10:50] whatever that.

Payman Langroudi: You’re right. That’s that itself is is relatively uncommon. I mean, what [00:10:55] percentage would you say do that and what percentage was it just land on a dead email?

Prav Solanki: It’s [00:11:00] really hard, right? Because I don’t I don’t work with everyone. [00:11:05] Right. And I don’t see all the people.

Payman Langroudi: You’re dealing with or the people you do. Most of them have [00:11:10] auto responders.

Prav Solanki: Well, they do by the time I finish with them. Right? So no, no, when. [00:11:15]

Payman Langroudi: You find them, when you first find them.

Prav Solanki: Um, a lot of people we’re working with or we’re speaking [00:11:20] to right now have got some kind of autoresponder or CRM system in place because they [00:11:25] realise the value of whatever they’re pouring into ads. Yeah, they [00:11:30] need to amplify that. So it just makes complete sense to have something in place. [00:11:35] The majority of practices I’m speaking to at the moment have something in place, right? Okay. A [00:11:40] lot of them have CRMs where they’ve not set up the Autoresponders, so they’ve got [00:11:45] it, they’ve got the capability, but they’ve not set it up right. And that’s one of the challenges here at the moment. [00:11:50] Right, is that you get a system and um, someone [00:11:55] says, here’s how to set it all up and set up all the email reminders and all the rest of it and write your own [00:12:00] copy and do it. Press these buttons and off you go. And most practices won’t have the time, the headspace [00:12:05] or the energy to set all of that up, right. So they don’t. But they’ve got some kind of system [00:12:10] to tell their team members. Call this patient. Now set yourself a task. Drag them into [00:12:15] another folder already contacted once. Follow a traffic light system. Follow once. Follow [00:12:20] tithes. Follow three times. Patient is now discarded, right. Whatever [00:12:25] their process is. Yeah. And then on a more advanced level, like what [00:12:30] we like, we’ve got default, almost like what we’d say is a very [00:12:35] minimum level of communication that should happen is that whenever a patient inquires [00:12:40] at any point, they should get an SMS straight away and they should get an email straight away. [00:12:45]

Prav Solanki: The email and the SMS should be contextually relevant to the nature of their inquiry. So if they’ve [00:12:50] inquired about implants, the email follow up should talk about implants, their implant offering, what type of what [00:12:55] type of implant treatments they offer, who the surgeon is, and then is there a complimentary [00:13:00] consultation, a fully paid assessment, what the investment of that is and what the next process is. [00:13:05] But immediately they should get an SMS. And hey Prav, thanks for inquiring about implants. [00:13:10] This is Sarah from Kiss Dental and when’s a good time [00:13:15] to talk? Yeah, you get that SMS patients respond [00:13:20] to that SMS. And you know what’s insane is that when we first [00:13:25] set that auto responder up for SMS, patients were sending [00:13:30] inquiries at 9 p.m., 10 p.m., 11 p.m. at night, they’d get the SMS. [00:13:35] They thought that person was there sending that SMS, right? So then say, when’s [00:13:40] a good time to talk? Patients should respond and say now, 11 p.m. at night. But [00:13:45] it was an auto text, right? So then we got feedback from our clients [00:13:50] which basically said, hold on a minute. I’m really I feel really bad because patients [00:13:55] want me to ring them at midnight or 11 p.m. or 8 p.m. and we can’t, and it looks bad. [00:14:00] So then what we did is we set up the auto responder to say if [00:14:05] it’s outside of opening hours, so you set your opening hours in the system, send this text [00:14:10] message.

Prav Solanki: If it’s on a weekend, send this text message. If it’s within business hours, send [00:14:15] this text message. Wow. That’s so. Imagine an inquiry comes in at 11 p.m. at night and [00:14:20] it says, hey Prav, thanks for your inquiry about teeth straightening. When’s a good time to talk? [00:14:25] Instead of saying that, it will say this. Hey Prav, thanks for inquiring about [00:14:30] dental implants. The practice is now closed, but I’m sending you a quick message so we can [00:14:35] catch up tomorrow. I’m back in the practice from 9 a.m. when [00:14:40] would be a good time to talk? So now the patient responds and says, oh, can you ring [00:14:45] me? Say Monday at two or this time? And then the important thing is to re-engage with that [00:14:50] patient and send them another SMS and say, you know, when you get in the following day, I’m going to ring you at this time [00:14:55] because there was another mistake we found, right? Which was this patient responds saying, [00:15:00] call me tomorrow at two. Tco comes to me and says, hey, I tried to call this patient [00:15:05] at two. They didn’t pick up. I said, all right, what’s if I asked you [00:15:10] the same question? And I messaged you and said, hey, can you meet tomorrow [00:15:15] at two? And you don’t respond, do I expect you to turn up? There’s no confirmation. [00:15:20]

Prav Solanki: So when a patient says, can you call me tomorrow at two, it’s really important that you [00:15:25] set that. Diary date right that time and you sms them back [00:15:30] saying, yes, I’m going to call you at 2:05 tomorrow. Look forward to speaking. Just that little [00:15:35] nuance in texting them back, saying I will call you is the difference between getting [00:15:40] hold of that patient and not yeah, yeah. And it’s so many tiny little nuances [00:15:45] within the communication journey that we’ve learned, um, when working with [00:15:50] clients and building this system that have really taught us a lot about the art of follow up [00:15:55] and what’s important, what makes patients respond, you know, the subject line [00:16:00] in the emails that you send to them, the content of the emails that goes out [00:16:05] to them really, really important, and then the timing of it, right, to reach out to somebody, [00:16:10] let’s say, three months after their inquiry and just [00:16:15] say Prav dot dot dot in the subject line and then in the body. [00:16:20] Are you still interested in dental implants or teeth straightening or whatever? That [00:16:25] works so much better than an email that says, hey Prav, you inquired with us some time ago. I’ve [00:16:30] tried to email you. I’ve tried to reach you a few times. Here’s some case studies about dental implants. [00:16:35] La la la la la. Would you like to book a consultation?

Payman Langroudi: Yeah, the [00:16:40] short.

Prav Solanki: Email has so much more impact. Such a high conversion rate. Yeah. Massive huge. [00:16:45] And it just wakes them up. Right. And this is the thing that the way [00:16:50] I look at a CRM system, it’s there to deal with the initial inquiry. It’s there [00:16:55] to teach your team what to do and when and manage that flow of when to [00:17:00] call them a second time, a third time or fourth time. They shouldn’t have to send themselves set themselves tasks. [00:17:05] The system should automatically do that for you. So you don’t need to think when you’re using it. [00:17:10] But push that to one side, mate. What it should be doing is waking up your inquiries [00:17:15] periodically, but on a one by one basis rather than in in mass, [00:17:20] right? So hey, Prav inquired three months ago, send him the seven word email, [00:17:25] perhaps not responded for ten months. Send him the Break-Up email. Prav [00:17:30] hasn’t booked a consultation yet. Ask him to send us a [00:17:35] selfie of his teeth so that we can show the dentist to give [00:17:40] him some advice because he’s not quite ready to come in. But is he ready to send us a photograph of his teeth? Let’s try that [00:17:45] one. And so many patients respond with their picture, right? So they’re one step further to coming [00:17:50] in one step closer.

Payman Langroudi: And giving advice to that patient shows massive value. Add from the practice. [00:17:55] Because most practices aren’t giving free advice to patients who haven’t even visited yet. And then [00:18:00] the guy thinks, well, these guys are really good, aren’t they? So tell me this Prav the process that’s [00:18:05] followed as far as when people are to call, when people are to send emails and [00:18:10] the content of those emails, is that the same for everyone, [00:18:15] or do you sort of bespoke it for different people?

Prav Solanki: So we spend a lot of time [00:18:20] getting to know the practice, but what I say is a consistent and [00:18:25] repeatable process wins every time than [00:18:30] an ultra bespoke process that’s different for each patient. Type around your staff, [00:18:35] around your practice. Right. Like, look, I’ll take it. I’ll take it [00:18:40] to exercise and sport. Yeah. You can come up with these crazy training routines [00:18:45] with, you know, these different like yoga, Pilates hits, [00:18:50] weight training, this, that and the other. Right. But but but then you can get bored or tired [00:18:55] or give up or whatever. Right. But the guy who just turns up every day, five days a [00:19:00] week and just trains is on that pathway to fitness and consistency is key. [00:19:05] Yeah. On what we what we’ve realised with development of the CRM [00:19:10] system. Yeah. Put everyone on the same program. For every one in exactly [00:19:15] the same program. And then if you want to build any nuances into your follow [00:19:20] up process, layer that on top of what we tell you to do. But don’t [00:19:25] deviate from the plan that we give you. Because we’ve had over a million inquiries through this [00:19:30] platform. We’ve seen the data, yet we’ve seen what works, we’ve seen [00:19:35] what subject lines works, we’ve seen what SMSes work, we’ve fixed things that [00:19:40] are broken.

Prav Solanki: And so when someone says, hey, I’ve got this idea, I’ve got that idea. Cool. Test [00:19:45] it, but don’t deviate from the plan, right? Just follow my follow up process [00:19:50] of how often to call, when to follow up, what time of day to call, [00:19:55] what device to call from. Just follow me on this. Just trust [00:20:00] me on this piece. Yeah, and you will squeeze so much more out of your marketing budget [00:20:05] than just having an ad hoc approach because you know, this person’s [00:20:10] off sick, or this new team members come and said, hey, I worked at XYZ Dental Practice and [00:20:15] we did this right. Let’s give that a go. So I have a process, and on the whole, [00:20:20] I feel it’s pretty robust. And if if every practice was to follow this with [00:20:25] or without a CRM system, you would elevate your conversion rates, right? Even if it’s just a call [00:20:30] follow up thing. What my system does is it allows you to basically, [00:20:35] it prompts you to take these follow up steps rather [00:20:40] than you having to remember or set yourself these tasks. Does that make sense?

Payman Langroudi: How often does the staff [00:20:45] member actually open it up, or is it always on in the background or always on buddy, always [00:20:50] on.

Prav Solanki: Always on? Yeah. So you’ve got it there. It’s got notifications [00:20:55] coming in. You can put patients on snooze so you can say, hey, look, this patient [00:21:00] inquiry, I’ve got to I’ve got to call them at 2:00. Right. So you say snooze till 2:00 [00:21:05] and then it’ll pop up in the window saying call this patient now right at 2:00. So you can set yourself [00:21:10] little notifications like that. But you know, it’s it’s always on. Patients [00:21:15] are always, always responding to SMS. And you know when you send [00:21:20] when when the, when lead flow sends them an automated email, what happens next [00:21:25] is that that patient will respond to an automated email. It pulls that into lead flow, sends [00:21:30] you a notification. And then you know, hey, this patient’s responded. Let’s re-engage with them [00:21:35] now. Right. Whatever that response is. So it’s always on. It becomes the heartbeat of your [00:21:40] practice. Really. Um. In that respect.

Payman Langroudi: So give me examples [00:21:45] Prav here of situations where the software has brought [00:21:50] treatment to life that would have gone, you know, I know, I know you can come up with 100 [00:21:55] examples here, but what were the things that people wouldn’t have thought? I mean, you said you just said [00:22:00] two years. Are there loads of examples of people who, 18 months after contacting you [00:22:05] start going ahead?

Prav Solanki: Tons, tons. I’m going to give you this analogy and you might. I know it’s been such a long [00:22:10] time since you held a drill in your hand, mate, but imagine so. So I’ll give you [00:22:15] this situation, right? I don’t know if anyone out there has had a consultation with a patient [00:22:20] and they disappear and you think, well, that was that was [00:22:25] a time waster. Whatever. Right? They just don’t go ahead with treatment for whatever reason. And then two [00:22:30] years later, they turn up in your chair and think, where the heck did that patient come from? I [00:22:35] thought you were long gone. Yeah. Every time I mention this to a clinician, they’re like, yeah, [00:22:40] it happens all the time. And you know why that is? It’s because life [00:22:45] gets in the way. Yeah, life gets in the way. And it has these funny things [00:22:50] of throwing things at you. Whether it’s financial restrictions, time restrictions, work restrictions, [00:22:55] work life balance, whatever that is. Right. And we see this so many times. [00:23:00] Right. And that’s why we’re following up for two years. Right. Because the one thing that we’ve seen [00:23:05] always talk about three lanes of the motorway, when I think about inquiries and leads. Right. So [00:23:10] I’m going to take you through that concept. Yeah. Of the inquiries that are coming in. Right. [00:23:15] Only 3% of them are fast lane buyers. The patients are going to inquire today, [00:23:20] buy today and transact today. Okay. About [00:23:25] 15% are middle lane buyers. What that means is they’ll inquire today, but they’ll make a transaction [00:23:30] between today and the next three months. Yeah, the next 90 days. [00:23:35] And it doesn’t there may be, you know, half crossing halfway across the middle lane to [00:23:40] the fast lane. Right. And so maybe they’re only 45 days away from making [00:23:45] that transaction or 20 days. But but let’s just put them in the middle lane. Right. The [00:23:50] slow lane buyers are buying over the next 18 months, and that comprises 50% [00:23:55] of the people who are engaging today, and 32% [00:24:00] are buying over 18 months later. Right.

Payman Langroudi: So it’s crazy. But based [00:24:05] on those stats, you literally will double your business by following up for two years. [00:24:10]

Prav Solanki: Yeah. And it’s insane. You know, and especially when you think about practices that [00:24:15] are doing. So so here’s the thing. The more expensive something is the longer [00:24:20] your decision making process.

Payman Langroudi: Yeah.

Prav Solanki: So it’s it’s more than double right. It’s [00:24:25] more than double. Because if it’s a big implant case or a big restorative case [00:24:30] or whatever, right. You’ll be considering that over a longer time. Yeah. If you close your eyes and think [00:24:35] about the last really expensive thing you bought and something you had to borrow money to buy. [00:24:40] Yeah. How long did that decision take and why? Why do we always give this example? Right. [00:24:45] If you think about something really expensive you had to borrow money to buy. It’s because our patients often [00:24:50] have to borrow money to buy teeth, right? Whether it’s, you know, a mouth full of veneers, [00:24:55] um, ortho restorative work, implant dentistry. [00:25:00] You know, finance is a big conversation in today’s world, right? And, [00:25:05] you know, then there’s the whole thing. Patient didn’t get accepted for finance. The need is there. [00:25:10] Right. They really want more.

Payman Langroudi: And more right now.

Prav Solanki: Loads.

Payman Langroudi: Yeah.

Prav Solanki: Loads. [00:25:15]

Payman Langroudi: That assessment that you said was that when you said 50% by over, you [00:25:20] know, in the longer period 18 months, 18 months. Yeah. But you know you should you should look at the analysis [00:25:25] here by by treatment value. That would be really interesting wouldn’t it. So if [00:25:30] the more expensive treatments are coming in slower, you say, [00:25:35] you know of the total turnover, 75% [00:25:40] of it came in slower.

Prav Solanki: Yeah yeah yeah.

Payman Langroudi: Yeah. And isn’t it.

Prav Solanki: It’s really it’s really interesting. [00:25:45] Right. So you know when you, when you delve deeper into it it’s definitely. And [00:25:50] so let’s go back to that question you asked. Right. Examples. Yeah. Yeah. So [00:25:55] it’s funny like some of our CEOs that we work closely with will say [00:26:00] to us, oh do you know what? I discarded this patient so you can tell lead flow like what’s [00:26:05] happened. So at some point you know, your TCO will let lead flow know that this [00:26:10] patient is no longer interested in treatment with us. And then it says to the TCO [00:26:15] lead flow will continue to follow up with this patient in the meantime. Right. And [00:26:20] then all of a sudden they get an email that says something like, have [00:26:25] you given up on fixing your smile? Right? Ten months later, [00:26:30] 12 months later, and then all of a sudden out of the woodwork, that patient responds, [00:26:35] have the TCO. Having said, this patient is not going to go ahead ever, right, and [00:26:40] says, I’m ready to go. What’s the next step? Can [00:26:45] I book that consultation right, and wakes the patient up. Now, when you’ve got a pipeline [00:26:50] of inquiries coming in month after month after month, and you’ve been using the CRM system [00:26:55] that is following up patients for a couple of years, right? That piece [00:27:00] is on autopilot. So there’s one of those every day. Yeah, every single [00:27:05] day somebody is responding to an auto text or an auto email.

Prav Solanki: And [00:27:10] what’s so important about these auto texts and auto emails is they need to come [00:27:15] across as being human is so important [00:27:20] that that patient thinks that somebody has sat there and crafted that email and [00:27:25] sent it just to them. So the language that we use in [00:27:30] that follow up communication is, is more important than anything else, right? So [00:27:35] some of our clients say, oh, can’t we have fancy follow up emails with like our logo [00:27:40] at the top and some graphics in there and this, that and the other? I said you could, but you’re [00:27:45] more likely to be filtered by junk. And the patient’s not going to think that you’ve just sat there and [00:27:50] bashed this out and sent them a specific email. Right. Um, and [00:27:55] so some of the language that we use and some of the follow ups is a little bit more informal. [00:28:00] Some of it is like, hey, I’m just at my desk right now. And um, I came across, [00:28:05] you know, came across your notes and wondered where you’d got to. Are you still interested? [00:28:10] Do you see what I mean? And so it feels very human. [00:28:15] And sales is human, right? That’s the whole process of it. So, [00:28:20] um, it’s loads and loads of examples like that that we see and [00:28:25] certainly, you know, the clients that we work with, will will know that [00:28:30] when, when, when they’ve got patients who are responding six, 12, 18 months later, [00:28:35] it’s um, it’s a wake up call.

Prav Solanki: It really is a wake up [00:28:40] call. Because when I ask this question to practices, I say, when an inquiry lands, tell me when you give up, [00:28:45] just answer me that question and say, what do you mean? I said, talk me through your process. [00:28:50] Inquiry lands. What do you do? Or send an email? Okay. Have you got a template. We’ve got this [00:28:55] copy and paste template. No problem. So send that out okay cool. And then do you text them. Yeah. [00:29:00] Do you call them. Yeah. Do you call them from a landline or a mobile or just [00:29:05] the landline or. I’ve got a practice mobile. Do you ever try both. No, it’s just one or the other. [00:29:10] Why not. Well, I’ve just got a landline or I’ve just got a practice mobile. I [00:29:15] just use that and then I try and humanise that process. And I ask them this. Hey, I’ll [00:29:20] ask you the question now. Right. What’s your local area code where you live? What is it, 0208 [00:29:25] or something like that? 70207 right, okay. So [00:29:30] answer this if you got a call, if you got a number flashing up on your phone [00:29:35] and it was an old 207 or it was an unknown mobile, which one are you more [00:29:40] likely to pick up?

Payman Langroudi: 007.

Prav Solanki: Okay, fine. Me and you have got [00:29:45] a lot in common, mate. Because if I had an 0161 number, call me. [00:29:50] I’d pick that up straight away, right? Why? Because local Manchester number might be local businesses. [00:29:55] Try and get into someone I’ve enquired with. Whatever. Right. But that’s just me, right? If it was a [00:30:00] mobile, absolutely not. Right. Someone’s handed my number out. I’m a busy guy. I don’t want to [00:30:05] speak to that person. But when I ask this question, there’s some people who respond just like Prav, just like [00:30:10] you did, but there’s some people who respond in the opposite way. [00:30:15] Oh, I’ll pick a mobile number up any time of the day. I’m really curious. I wonder who’s got my mobile, who’s trying to ring me [00:30:20] from their mobile? Right? Definitely not picking up the 0207 or the 0161 [00:30:25] number. Definitely not, because.

Payman Langroudi: I see that as a business. Maybe we’re.

Prav Solanki: All different.

Payman Langroudi: Yeah, [00:30:30] yeah, whatever. Right.

Prav Solanki: What whatever it is, I think the important the important [00:30:35] point is whether you’re like paying Prav or like that other person, we’re all [00:30:40] different. So shouldn’t our sales process cater to those different [00:30:45] people? So we try half of our follow up calls from a landline [00:30:50] and half of our follow up calls from a mobile. And what we’re trying to do is increase the probability [00:30:55] that a person’s going to pick up, because they’re not necessarily going to connect that [00:31:00] mobile number or that landline with the enquiry they’ve just made. Yeah, but [00:31:05] but let me tell you this. When the CRM system [00:31:10] sends them a text message saying, I’ve just tried to call you [00:31:15] when you tried to call them with that number, or I’ve just tried, or they get an email saying, [00:31:20] I’ve just tried to call you patients ring back, right? And [00:31:25] it’s the same thing. It’s what we do, right? Imagine pay someone tries to ring you on the mobile, [00:31:30] right? And it’s an unknown. So you ignore it, you’re busy, whatever. And [00:31:35] then you get a WhatsApp saying, hey, hey, we met at, um, yeah, yeah, the dentistry [00:31:40] show or whatever. You gave me a number. It’s just me trying to call you, and you go, oh, all right, I’ll ring the person [00:31:45] back. Yeah. Same situation when it comes to the sales process, right? The [00:31:50] intricacies of sales and communication and the psychology of that [00:31:55] is what I’m really passionate about when it comes to developing these automated systems. Right. [00:32:00] And flows. And, you know, we can sit here and get hung up on features [00:32:05] and integrations and this and that and so on and so forth. But actually the long [00:32:10] and short of it is, is conversion rates getting hold of patients trying all these different [00:32:15] ways of getting hold of patients. But more importantly is consistency wins [00:32:20] the race right. And long terme consistency definitely wins when it comes [00:32:25] to following up patients. Yeah two years minimum.

Payman Langroudi: We’ll see. Onboarding [00:32:30] like how long if I if I wanted to get my team trained how long [00:32:35] will it take to get to a point where we’re using it.

Prav Solanki: Well within a week [00:32:40] you’re rocking and rolling right. And the reason for that is the user [00:32:45] experience is so intuitive. Yeah. I could get mahanya. [00:32:50] My my eight year old on this tomorrow and she’d be able to use lead flow.

Payman Langroudi: Really? [00:32:55]

Prav Solanki: I kid you not.

Payman Langroudi: That is different because I was such a nightmare takes when [00:33:00] when we’re training people enlightened for our CRM. It I [00:33:05] just I just interviewed someone, actually, and I told her, yeah, at first you’ll find it very difficult. And then [00:33:10] after about a month, you’ll, you’ll get the feeling. And that’s a month full time in front of it. Yeah. [00:33:15]

Prav Solanki: So so I’ll you know those they can’t see the dashboard. Right. But I [00:33:20] can I can tell you this pay right that when you log on to the dashboard you’ll see your [00:33:25] new leads and it’ll say call James about Invisalign on zero seven, blah [00:33:30] blah blah, blah, blah. So guess what that person’s got to do? Have a guess call. And then when [00:33:35] they call, you’ve got a few options, right? So you press follow up and it says how should we follow up with them. They want [00:33:40] to discuss it later. They did not answer the phone or they provided an incorrect number. So [00:33:45] if you click on the thing where it says they did not answer the phone, you’ve done your job, you’ve [00:33:50] sent them a voicemail. And guess what happens next? Patient gets an automated email saying, James, I [00:33:55] just tried to call you.

Payman Langroudi: Oh nice.

Prav Solanki: Couldn’t get through. And they get a text message. James, it’s Sarah [00:34:00] here. Just tried to call you about your inquiry, but you’d have to type that image. Or you just press [00:34:05] a button and it goes right. And then what happens? Is it timestamps [00:34:10] the time that that you called that patient. Right. It’s really important. [00:34:15] And then it sets a follow up call and it says but but but the patient disappears. And [00:34:20] then it goes into another another channel or section of the CRM called Call Attempts. And it’ll [00:34:25] say call Prav. The second time, call Prav. The third time, call Prav the fourth time. Right. That [00:34:30] second call will come in, say, five days later. Right. But because, you know, your last called that patient at 10 [00:34:35] a.m. because it’s timestamped in the system. Yeah. What happens next. [00:34:40] You call that patient up one. And so I’ve got a process that I always tell clients [00:34:45] to follow. But you know sometimes they haven’t got the resources and the means to do [00:34:50] that. But my my process is this call the patient in the morning. Call the patient at lunch [00:34:55] time.

Prav Solanki: Call the patient. In late in the day after [00:35:00] hours and call the patient on a Saturday late morning. It [00:35:05] was that those are the minimum calls that you should be doing in your follow up process, [00:35:10] because you’re just trying to increase the probability of getting hold of them. Right. Because if if I’ve got a [00:35:15] regular thing that I’m doing first thing in the morning that I never answer the phone, you’re never going to get Ahold of me. Yeah. [00:35:20] And if you always try me at lunch time. But I don’t take a lunch, you’re never going to get Ahold of me, right? [00:35:25] If you happen to catch me on my commute back on the way from home and on board on my brains and [00:35:30] the phone rings, I think it’s an 0161 number. I wonder who this is. Yeah. And [00:35:35] I pick up and you might catch me on a Saturday morning, right? Or in the early evening, try and increase [00:35:40] the probability of catching this patient and getting hold of them. Right. So that protocol and process is [00:35:45] really, really important.

Payman Langroudi: You know, Prav when when I get my team to follow up more or for [00:35:50] longer, one of the most common objections I get from them is I don’t want to annoy [00:35:55] the person. Um, and by the way, I think it’s, it’s it’s it’s [00:36:00] mis founded because we’re not doing anywhere near the amount of follow up [00:36:05] that some companies do on me. And I still I still don’t see them as annoying. I see them as kind [00:36:10] of good at what they’re doing. But what is that something you hear commonly from practice [00:36:15] owners.

Prav Solanki: From all the time? Right. And the common thing is we don’t want to piss patients off. Right. [00:36:20] That’s that’s the thing. Right? So here’s the thing. There’s two things to think about. One of them is emotional [00:36:25] intelligence and how you follow up. And the other one is cadence, [00:36:30] right. And frequency. So here’s the thing. When a patient [00:36:35] initially inquires, you want the frequency to be a little bit higher in terms of the repetition. [00:36:40] Then you want to taper it off and reduce the cadence and the frequency of communication. Right. [00:36:45] You don’t want to be following this patient up for two years and hammering that phone every day. You’re really going to piss [00:36:50] them off then, right? Yeah. But when you email them, like a lot of the [00:36:55] emotional intelligence in the emails that we build into our platform, [00:37:00] we figured all that stuff out for you already. Yeah. The little nuances [00:37:05] of the words that go into there, the subject lines, the reason that you’re following up. Hey, Prav, [00:37:10] um, we’ve just had Sarah complete her implant treatment, and I know you inquired a [00:37:15] while ago. Wanted to share her story with you. Here’s a before and afters. [00:37:20]

Prav Solanki: Still, a follow up is still a chaser, but you’re sharing a success [00:37:25] story. You could do the same with an implant. Google review. You could do the same [00:37:30] with an implant video testimonial. You could also follow up and say, [00:37:35] Hey Sarah, just checking in. Are you still interested in replacing that missing tooth? [00:37:40] Later on in the journey, you could follow up and say, have you decided to go somewhere else? [00:37:45] Did you decide against using us? Could we have some feedback about our process [00:37:50] and why you decided to go somewhere else? And then they respond and go, oh, I haven’t gone anywhere else. [00:37:55] I’m still thinking it through. Right? So there’s the emotional intelligence of the reasons [00:38:00] over which you follow up. Yeah. Um, perhaps [00:38:05] saying to the patient, hey, Prav, I’m just calling to get [00:38:10] your permission to send you our new dental implant brochure, because I hadn’t passed [00:38:15] that on to you before. Have I got the permission to send you that via email? Well, of course you have. But [00:38:20] it’s another excuse to call. Yeah, and then that. Then you may break [00:38:25] into a conversation about let’s get you in for a consultation.

Payman Langroudi: Yeah, but. So how [00:38:30] much of that is within the system? All of it.

Prav Solanki: Most of it. Yeah. Yeah, [00:38:35] yeah. Most of it’s baked in. So look, what I will say is, is, you know, [00:38:40] the communication courses I teach write about, you know, the sales process, the words this, [00:38:45] that and the other and all the rest of it. Right. It’s all that that has been baked into there, right? [00:38:50] 15, 16 years of being at this game from, from, from entering [00:38:55] the world of dentistry as a naive person who knew very little about the [00:39:00] patient journey, treatments and all the rest of it. So to somebody [00:39:05] who knows a lot about dentistry, who knows a lot about the patient journey, who knows a lot about [00:39:10] the way the patients and dentists think and how to communicate different types [00:39:15] of dentistry to different people. That has all been unfiltered, injected [00:39:20] into the nuances of the system. Right?

Payman Langroudi: Sure. Can your experience [00:39:25] with owning practices is really, really sort of changed the way you look at this? [00:39:30]

Prav Solanki: Without question.

Payman Langroudi: Was such a thing, isn’t it? I mean, you were 15 [00:39:35] years in before you owned the practice sort of thing.

Prav Solanki: Yeah. And I think what [00:39:40] practice ownership taught me. It taught me a lot about what happens on the other side of the [00:39:45] reception desk. Yeah, or the other side of the door. Right. [00:39:50] Because as a supplier to the as a supplier to the industry, you [00:39:55] just see your side of the fence, okay. But when you [00:40:00] are both supplier and owner, you understand the challenges, you understand [00:40:05] the objections, you understand the staff training issues, you understand the staff turnover [00:40:10] issues. You understand the communication between nurse and dentist [00:40:15] and good nurse and dentist and not so good nurse and dentist and great TCO and patient [00:40:20] and and all the different bits in between. Right. And having owned [00:40:25] multiple practices and then worked with and coached lots of practices. Every [00:40:30] practice is different. Every single patient journey is different. Yeah. You [00:40:35] can say you’ve got the same patient journey as me. No you haven’t. And I’m not necessarily saying my [00:40:40] patient journey is better than yours either. But every single one is different because it it takes [00:40:45] its sort of elements from the fabric of the owners. Right. Or what [00:40:50] they’ve inherited and whatnot. And they, they have their little tweaks and changes to it, and there’s [00:40:55] no right or wrong way to do that journey. But I think, I think what’s really important is [00:41:00] that understanding that really helps me to. You [00:41:05] know, either serve clients really well, understand their problems really well, and then provide [00:41:10] solutions to that and be that in, you know, patient communication software [00:41:15] or, you know, just an advice that I give clients from, from time to time. Um, and [00:41:20] a lot of it’s just common sense.

Payman Langroudi: Me you see, [00:41:25] your little your little devil eyes came out there. So [00:41:30] why don’t you just pull the curtain back a bit on the process that you’ve [00:41:35] been through or that you go through to build software? [00:41:40] I mean, a bit different to agency work, right? And I know we did an episode on scrums [00:41:45] and, you know, uh, are you working with mainly people [00:41:50] in, in house or have you got people out? You know, developers are outside your business. How [00:41:55] are you doing it?

Prav Solanki: So everyone’s in. So every team member is in the business. [00:42:00] But since the whole Covid scenario. Right. And, um, we all went [00:42:05] fully remote. It opened my eyes to the talent of what is available [00:42:10] out there, right? So we have a team of software developers. [00:42:15] The core team are in-house and UK. Yeah. [00:42:20] Um, and everyone’s sort of, should we say employed, but we’ve managed [00:42:25] to tap into, um, additional team members who are based. So we’ve [00:42:30] got one but one guy who’s in Serbia, um, and we’ve got two [00:42:35] guys who are based in Ukraine and they’re insanely talented. [00:42:40] Right. But we follow a scrum or what’s called an agile methodology. When [00:42:45] we come to software development, we’ve got a product owner and a product manager who [00:42:50] is just focussed on product, is focussed on creating all the tasks [00:42:55] and all the what we call all the little breaking down like, [00:43:00] you know, let’s say, let’s say there’s a piece of work that says, hey, add a button here [00:43:05] to do this and whatever that functionality is, right? That’ll be broken down into 22 tasks [00:43:10] development tasks. And then each of the developers will pick up a task or whatever, do [00:43:15] it. And then if one person writes the code, the other person checks the code, they push it to live. [00:43:20]

Prav Solanki: The whole development process is like, I’ve learned so much about it [00:43:25] and, you know, like errors that come up and things like that. We’ve [00:43:30] learned so much about it. Right? But the team, the team now, I mean, that [00:43:35] whole development process is managed without me now. Um, I used to be very integral to it, but [00:43:40] now it’s really refreshing for me to log on to lead flow and see a new feature and go, oh shit, [00:43:45] when did that happen? That’s really cool. That’s really cool when stuff happens and you [00:43:50] don’t know about it and it happens without you and it’s cool. And the fact that it’s cool, right? [00:43:55] So it’s cool because it happens about you and the feature is cool. It’s it’s like double cool. Yeah. [00:44:00] So that that piece kind of takes, kind of takes care of itself now. But, um, you [00:44:05] know, like solving problems with software is not only, [00:44:10] um, interesting, but it can be very, very expensive as well, because [00:44:15] let’s say you make the wrong decision. Yeah. Let’s say you decide [00:44:20] to either build a feature. Or go or choose the wrong [00:44:25] library or technology on which to build this code base here. You could do [00:44:30] that for three months with a team of six developers. Right. [00:44:35] And then realise you’ve just wasted all that time, energy and resource [00:44:40] and you need to unwind that now, right? And that has happened several.

Prav Solanki: That has happened [00:44:45] several times. We’ve got systems and checks and balances in place now. And [00:44:50] the development team tend to when they’re thinking about solving problems, they’ll [00:44:55] get their heads together. I’d rather they spend two days planning [00:45:00] and figuring out or making decision, or two weeks right before even writing [00:45:05] a line of code, than spend all that time coding to realise we’ve just made the [00:45:10] wrong decision. Yeah, so so so that and I get involved in that discussion. And [00:45:15] even though I’m not a I don’t understand code, I’ll challenge the status quo. I’ll [00:45:20] ask questions around, well is this is there any alternative options. And someone will come. So there’s [00:45:25] definitely times during those technical discussions where my input has been valuable. On the whole it’s not. [00:45:30] Um, but there are there are times when it is valuable and [00:45:35] I just enjoy understanding and getting to grips with all the geeky language [00:45:40] and all this stuff about branches and version control and pull requests and [00:45:45] and all the rest of it. It’s, um, it’s it used to be all new language. And, you know, [00:45:50] my team are very good at doing things down for me.

Payman Langroudi: Nice [00:45:55] property. So is it got its own website now.

Prav Solanki: Yeah. Lead flow. Com. [00:46:00] So, um.

Payman Langroudi: How do you spell lead flow.

Prav Solanki: Flow. Yeah. So [00:46:05] lead flow. Oh. Um, yeah.

Payman Langroudi: Well, [00:46:10] congratulations. But I know this has been going on for a long time now. Congratulations [00:46:15] on on getting on the other side of it.

Prav Solanki: It’s never finished [00:46:20] though, mate. It’s never finished.

Payman Langroudi: So I know like, it’s always right. Yeah.

Prav Solanki: Kind of like [00:46:25] that. But but but here’s the thing. Because we take feedback from our clients very, very seriously [00:46:30] as well. We’ve got a whole product development roadmap. Right. So one of the latest requests [00:46:35] that we had was, um, I mean, I think you’ve got to be you’ve got to have been [00:46:40] sleeping under a rock if you don’t know what Care Stack is, for example. Right. So care stack is [00:46:45] a new dental practice. So management software sort of your equivalent of [00:46:50] the dentals or the SOS or the r4’s of this world. Right. And so we’re [00:46:55] currently working with their development team to write a full end to end integration with care [00:47:00] stack and lead flow. And so your work is never done because Care Stack didn’t [00:47:05] exist when we well, it probably did, but it wasn’t in our UK ecosystem anyway. And [00:47:10] then happened to have met with the CEO Abi, and worked alongside Adrian Dray as [00:47:15] well. And now we’re working with their software development team and creating this end to end [00:47:20] connection with them. Right. And so you know, but but then something else [00:47:25] will come out, another piece of technology or you know, we’ve, we’ve, you know, integrating [00:47:30] some AI into that.

Prav Solanki: And what does that look like. And there’s always [00:47:35] something there’s always feedback from clients and our, you know, motto of [00:47:40] being the best dental CRM system on the planet. You can’t stop. [00:47:45] You cannot stop. Yeah. You’ve got to continue developing [00:47:50] and evolving. And then and then what? What you know, what defines it as the best. Yeah, there’s [00:47:55] there’s loads of is it because it’s got features bells and whistles or is it because it’s the best [00:48:00] at converting. It’s the most user friendly experience. Right. Is it a Carlsberg thing. [00:48:05] Who knows. Um, but but for me to genuinely and [00:48:10] honestly stand there with my hand on my heart and sell it as the best [00:48:15] it has to be in my mind? It’s not. It’s not a biased Prav is [00:48:20] deluded scenario here. Yeah, I’m passionate and convinced, and there was a point [00:48:25] in the marketplace where it wasn’t, and so you would have never heard me singing [00:48:30] and shouting about it. What it is today is a completely different beast.

Payman Langroudi: Yeah, [00:48:35] I mean, look, products are interesting, man. You’ve been in the world of services mainly, [00:48:40] and products and obviously software products different again, like in in my [00:48:45] world the products problems tend to be regulatory. You know, you want to do this but you can’t [00:48:50] or you can do it, but it’ll take a year for the regulatory to work out. [00:48:55] Or you can do it and you can’t do it in this country because of regulatory. Whereas software’s [00:49:00] got its own sort of nuance, and a lot of it tends to be around speed, right? [00:49:05] Trying things, putting things in place.

Prav Solanki: Go on. Yeah, [00:49:10] yeah the speed. But there’s also regulation. Right. So you know when we look.

Payman Langroudi: At data right. [00:49:15]

Prav Solanki: Data GDPR and then you know HIPAA compliance [00:49:20] for the states. Yeah. What that looks like um, we’re [00:49:25] not us. Ready. Right. Um where’s that. Data stored. So if we had a customer [00:49:30] in the US, this data would need to be stored in the US and processed there. If it’s UK, it needs to be UK, right? [00:49:35] So there’s that whole piece as well. Right. So um, you know that’s on our product [00:49:40] development roadmap as well. But it’s database infrastructure that sort of stuff. [00:49:45] Do you know what I mean. It’s it gets it gets really, really interesting. And we’re [00:49:50] constantly solving problems. You know what? I just find it challenging as a [00:49:55] business owner involved in multiple businesses, I enjoy the challenge and working with people [00:50:00] who are super smart, who tell me they’ve solved the problem or show me the problem [00:50:05] that I’ve solved is cool.

Payman Langroudi: Yeah. Of course. Well, [00:50:10] you know, it’s a pleasure to have you back. And I know that you’ve been away, but we did get that one [00:50:15] interview with, um, Abby from Cass Tech this upcoming episode of [00:50:20] Coming Soon. Yeah, yeah.

Prav Solanki: That’s, uh, tune in for that one, [00:50:25] because, um, no spoiler alert here, but the [00:50:30] guys are crazy genius. I mean, he reminds me of [00:50:35] the Elon Musk of dentistry, and I’m not going to say anything more. I’m not going to spoil it. But it [00:50:40] was an insane interview. Um, so we’ve got that to look forward to, and I might [00:50:45] make some additional appearances. Who knows? Pay. I’ll pop [00:50:50] back every now and then. Um, I do really enjoy these sessions, um, especially connecting [00:50:55] with people in our industry. It’s just that, you know, time drags me away from time to [00:51:00] time, and, um, the fits and starts, right? There’ll be. There’ll be times where I’ll be more present and times [00:51:05] where I guess my other half, Doctor Langroudi [00:51:10] is, um, is running the show.

Payman Langroudi: We’ll have you on mind move as one of these days, but.

Prav Solanki: Yeah, yeah, [00:51:15] yeah.

Prav Solanki: Maybe maybe.

[Voice]: This [00:51:20] is Dental Leaders the podcast where you get to go one on one [00:51:25] with emerging leaders in dentistry. Your [00:51:30] hosts. Payman Langroudi and Prav Solanki.

Prav Solanki: Thanks [00:51:35] for listening, guys. If you got this far, you must have listened to the whole thing. And just [00:51:40] a huge thank you both from me and pay for actually sticking through and listening to what we’ve had to say [00:51:45] and what our guest has had to say, because I’m assuming you got some value out of it.

Payman Langroudi: If you did [00:51:50] get some value out of it, think about subscribing. And if you would share this [00:51:55] with a friend who you think might get some value out of it too. Thank you so so, so much for listening. Thanks. [00:52:00]

Prav Solanki: And don’t forget our six star rating.

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