Discover Your WHY, Transform Your Practice (E.300)

 

“People don’t know what they want because they don’t know who they are. Once you discover your WHY, everything becomes clear.” – Dr. Gary Sanchez

 

Brief Overview

Dentists often invest in technology, training, and teams, yet still feel invisible in a crowded marketplace. Dr. Gary Sanchez knows that pain firsthand. After reaching the peak of clinical excellence but blending in with “just another dentist,” he discovered his WHY—leading him to create the WHY Institute. In this episode, Dr. Sanchez shares how identifying your WHY can transform not only your practice’s growth but also your personal clarity, passion, and purpose.

What This Episode Reveals

• Why traditional marketing fails to set you apart
• How a personal health crisis forced Dr. Sanchez to choose between dentistry and impact
• The nine WHYs that define human decision-making
• How to align your message, team, and practice with your core WHY

What You’ll Learn

✔ The difference between what you do and why you do it
✔ How clarity of purpose attracts the right patients
✔ Why passion is the ultimate driver of resilience and success
✔ A practical exercise to realign your marketing with your WHY

If This Sounds Familiar

• You’ve invested in technology and training but still feel like your practice blends in
• You’re frustrated that patients don’t recognize the value of your expertise
• You feel burned out and wonder if this career path is still right for you

Next Steps

Take the WHY Discovery at whyinstitute.com and apply code PODCAST50 to unlock 50% off. Then use your WHY to rebuild your message, your team alignment, and your future.

 

 

TRANSCRIPT

[00:00:00] Regan Robertson: Hello, welcome to Everyday Practices. Uh, you are a, uh, originally a dentist. Is it once a dentist, always a dentist, kinda like the military? Oh, I think so. Uh, that has transformed into the founder and CEO of the Y Institute. And, uh, this institute is working with hundreds of thousands, uh, I’m assuming across the globe probably.

[00:00:26] Regan Robertson: Um. From, from, you know, small business owners, individual contributors, up to massive, uh, large organizations and, and leaders of it sounds like, uh, billion dollar companies, very large in organizations as well. So this is, this is something that’s been proven and tested and we have brought to, um, listeners as, as you know, getting a front seat into the White Institute and Gary Sanchez.

[00:00:49] Regan Robertson: So. Before we dive into why that particular ad was so amazing and what it did for your dental practice, take us back to the beginning. You, you, uh, [00:01:00] were a dentist. You were very passionate about advanced technology. You poured everything into it, and you came to an inflection point that must have changed your journey dramatically.

[00:01:09] Regan Robertson: What was that?

[00:01:11] Dr. Gary Sanchez: Yeah, great point. So when I got out of dental school, the advice that I was given by the gurus of that time was build a great product and people will come, go out and do the best job you can, and you’ll naturally, mysteriously, naturally mysterious that people will come find you. So I spent 20 years reaching the highest levels you could go to in dentistry, studying with the best mentors, go, you know, panky Dawson, O-B-I-L-V, on and on and on.

[00:01:35] Dr. Gary Sanchez: Um, buying all the technology, having the beautiful practice, hiring the great team, you know, working with business mentors on how to build my team. Um, and still blending in with everybody else who said, yeah, I’m a dentist too,

[00:01:50] Dr. Chad Johnson: right?

[00:01:50] Dr. Gary Sanchez: Did that drive me freaking crazy. It’s not the same what you’re getting from them.

[00:01:55] Dr. Gary Sanchez: That you were getting from me. But nobody knew it. No. And my patients got used to the way we [00:02:00] did things, and it’s just how it was to go to the dentist. So they didn’t tell everyone about me like I thought they would, and I became very disillusioned. I, I was ready to quit. I was like, you know, I’ve never worked so hard at something and not gotten the results that I thought I would.

[00:02:15] Dr. Gary Sanchez: And so that’s when I went out and hired a coach. I hired a guy by the name of John Asraf. If you’ve ever seen the movie The Secret, then you know who he is and, right. And so through him, I learned how to use the internet, learned how to do websites, drip kit, all that stuff so I could tell the world all about me.

[00:02:30] Dr. Gary Sanchez: Only problem is, what am I gonna say? And since I didn’t know what to say and I didn’t wanna sound bad and I didn’t wanna sound desperate, and I did, I, I didn’t know. So I just stayed quiet until one day I heard John Asraf interview, Simon Sinek, and I learned about that concept of why, and I was like, man.

[00:02:48] Dr. Gary Sanchez: So I watched his TED Talk 20, 30 times. I read his book multiple times and I said, I have a great what, but I don’t know my why. So I became obsessed with trying to figure out my why. So I called Simon. I [00:03:00] said, Hey, I need you to help me discover my why. So he had, wait,

[00:03:02] Regan Robertson: wait, wait. Whoa, whoa, whoa. You called Simon.

[00:03:05] Regan Robertson: You could just pick up the phone and call Simon. What kind of connections do you have?

[00:03:10] Dr. Gary Sanchez: Are we

[00:03:10] Dr. Maggie Augustine: still

[00:03:10] Dr. Gary Sanchez: in Simon? Well, at that time, John Asraf was my coach, so he knew Simon. So I said, John, connect me with Simon. So he, he and I then spent a bunch of time together going back through my life trying to figure out my why.

[00:03:25] Dr. Gary Sanchez: He didn’t really have a process for doing it. We just went backwards in time looking for clues. And when I finally figured out my why, which like you, Chad, and I think you, Maggie, is to find a better way. Share it. That’s when my life started to make sense to me. I have a lot of better ways of doing things.

[00:03:44] Dr. Gary Sanchez: I have a lot of patents and products and inventions. So in my practice we stopped talking about what we do, crowns, bridges, fillings, all that stuff. And we started talking about what we believe and why we do what we do. We believe [00:04:00] that life is better when you have great teeth. In fact, that was our tagline.

[00:04:03] Dr. Gary Sanchez: Great teeth, better life. That’s the message that you just heard, that all culminated in that message that we utilized everywhere. And as we talked about what we believe, we attracted people that believed the same thing. Sure. There was a time when we thought, um, working, having a health centered practice was the thing, right?

[00:04:24] Dr. Gary Sanchez: We we’re looking for people that are health centered. The health center people didn’t have any dental problems. So we have all training in all this very high technical dentistry and nobody needed it.

[00:04:36] Dr. Chad Johnson: Hey, can I pause? Yes. Is that not that, that is such a catch 22 with medicine and dentistry because it’s like we should have a health model, not a disease model.

[00:04:46] Dr. Chad Johnson: And it’s like, yeah, that’s neat and all. It’s, it’s also tough to make a living off of like telling people great job. I mean, right. You know, like, can you imagine saying, I want to make a car wash for people who just came from the car wash. It’s [00:05:00] just like, well, I mean, that’s great. I like, you know, wash cars and healthy people and.

[00:05:07] Dr. Chad Johnson: Good food and, and people that are exercising, but it’s just like, but they’re the least of the problem. Like we do want to solve problems. The world, the economy survives on solving problems, right? If someone says, oh, that’s good. I don’t have any problems anymore. It’s just like, well, I guess we’re done here.

[00:05:24] Dr. Chad Johnson: Your thoughts. Exactly. People

[00:05:26] Dr. Maggie Augustine: aren’t, yeah,

[00:05:28] Dr. Gary Sanchez: Maggie,

[00:05:29] Dr. Maggie Augustine: people aren’t interested in hearing how they can get, okay, so people want a pill. Correct. People want a fast solution for, I’ll give you the perfect example. People come in and, you know, um, as someone that has trained extensively, we know occlusal disease and we know the reasons for it and we know how to get it out.

[00:05:50] Dr. Maggie Augustine: You have a patient coming in and you know why they’re grinding. They’re an antidepressants. They take medicine. There’s many different ways around it. You can shove some Botox in them and reduce some of the LE [00:06:00] lesions. Or you can go through ortho, you can go through some, um. Therapy to actually get to the bottom of what’s causing you to hold tension in this area.

[00:06:10] Dr. Maggie Augustine: Um, you could go through physical therapy and what is a patient going to choose?

[00:06:15] Dr. Chad Johnson: Easy. They’re

[00:06:16] Dr. Maggie Augustine: not going to choose to talk about what’s going on because that’s too painful.

[00:06:19] Dr. Chad Johnson: Can you just do the crown?

[00:06:21] Dr. Maggie Augustine: Yeah.

[00:06:22] Dr. Chad Johnson: If, if so, can you just do a filling?

[00:06:25] Dr. Maggie Augustine: Yeah. Yeah. Better yet, the filling, because my copay is like $23 as opposed to the $1,200 that the insurance.

[00:06:31] Dr. Maggie Augustine: What a bargain Deny for the crown. Right.

[00:06:34] Dr. Gary Sanchez: Yeah. Yeah, we ran into that. Um, and, and exactly what you were saying, Chad, is when you, you know, when, when our goal is to bring, attract health focused people, well, they were already completed. They didn’t need anything. And so you can’t build your, you can’t use your expertise for one, and you can’t build your business that way for two.

[00:06:56] Dr. Gary Sanchez: And so you heard in the radio spot who we’re looking for is the [00:07:00] exact opposite. The ones that are a mess and are scared and know they need it and are highly motivated. Yep. And then, and when you find them, of course they have fear. So if you can alleviate the fear with sedation, then man, you’re, you could do so much for them.

[00:07:17] Dr. Gary Sanchez: And they tell the world totally different. You help somebody who’s already 95% healthy, get to 96%, they don’t tell anybody.

[00:07:27] Dr. Chad Johnson: Not a Yeah, it’s true. So that’s not a billboard. I imp I improved by one percentage point,

[00:07:33] Dr. Gary Sanchez: you know? Yeah, exactly. And so then as my practice was taking off, we went from just getting by at that time to having abundance.

[00:07:41] Dr. Gary Sanchez: Most, on most satisfaction, most new patients just were killing it. And every year, that was in 2010, and every year from then on, we did better and better and better. I started getting calls from other dentists that said, Hey, can you help me do what you did? I was in all these study clubs with ’em. Okay. And that’s when, uh, I had that birthed the Y Institute [00:08:00] A better Way.

[00:08:01] Dr. Gary Sanchez: I went back and figured out a better way to help people discover their why than what Simon came up with. And then I started doing it for anybody that would let me for free for the next seven years. I just, you know, if you were sitting in my dental chair getting numbed, you are gonna get your Y discovered.

[00:08:16] Dr. Gary Sanchez: Yeah. If you’re sitting next to me on an airplane, you’re getting your Y discovered.

[00:08:20] Dr. Chad Johnson: So, yeah. It was, you were, you were crafting your sales pitch, so to speak, not to demean what you were doing, but for, you know, practical layman’s terms. You were crafting that, that, uh, that art within you

[00:08:34] Dr. Gary Sanchez: and I found a better way and I wanted to share it.

[00:08:36] Dr. Gary Sanchez: Yes. And so I share it with anyone. Go ahead.

[00:08:39] Dr. Maggie Augustine: Was it hard for you to walk, to walk away from dentistry?

[00:08:45] Dr. Gary Sanchez: Well, here’s kind of what happened. Um, I’m glad you asked that question. So. About six years ago, I was at this event in Santa Fe called Zora. It’s kinda like a Burning Man thing, but more of a show. They burned this huge puppet and there’s maybe like [00:09:00] 20,000 people there.

[00:09:01] Dr. Gary Sanchez: It was about a 25th birthday party, and so wait and drank a little too much. I woke up the next day with a, with a headache, so took a couple Advil, went back to bed. One of the Advil didn’t dissolve and it lodged into my GI track. It burnt a hole right where there was an artery and I started bleeding internally and I didn’t know it.

[00:09:20] Dr. Gary Sanchez: I drive back, I’m just feeling crummy, and I drive back from Albu Santa Fe to Albuquerque, which is about an hour. Actually go to the gym and work out because I’m gonna work this off. And then when I got home, I just still feeling bad. I started throwing up blood, I mean a lot of blood. And then blood just was coming out everywhere.

[00:09:36] Dr. Gary Sanchez: And so I thought, this isn’t good. So I went to the ER and it was a busy weekend and they made me wait 11 hours. By the time they finally admitted me, my blood pressure was 60 over 30 and I’d lost half of my blood. And so they put me in a room that wasn’t private ’cause it was so busy. And so I get up to use the restroom and I stupidly locked the door behind me.

[00:09:57] Dr. Gary Sanchez: And as soon as I locked the door, I pass out and I hit my screen [00:10:00] on the sink. Yes. Knocked out. And so luckily I woke up and when I woke up, there’s blood everywhere and I, I pushed the door open and then I passed out. Locally, somebody found me. So the next thing I know, I’m in this bed. They’ve cut all my clothes off.

[00:10:12] Dr. Gary Sanchez: I have the two pads on, had to revive me off to surgery to try to get to the bleed. They couldn’t get to it because they were going, you know, with a scope. So they decided to just wait and see what happened. So they do a CAT scan to see if I’ve stopped bleeding. When they pumped the dye into my arm, they blow out my arm and my arm starts filling up with blood clots.

[00:10:32] Dr. Gary Sanchez: And so now they do an ultrasound and find out that the blood clots are growing into my lungs. So the doctor walks in and he said, Hey Gary, you know the, we have to stop the blood clots ’cause they’re growing into your lungs, but if we try to stop the blood clots, we can’t get to the bleed, so you’re gonna die.

[00:10:49] Dr. Gary Sanchez: And if we don’t stop the blood clots and they get into your lungs, you’re gonna die. I said, well, what are we gonna do? He said, I don’t know. And right then my phone rang and it was a buddy of mine that was a cardiologist at [00:11:00] the hospital and he said, Hey Gary, I was just looking over the log today. I didn’t even know you were in here.

[00:11:04] Dr. Gary Sanchez: And I don’t like what they’re gonna do. And so he said, I’m gonna take over. So I was in the ICU for nine days. A lot of crazy stuff happens to you in the ICU. I don’t know if any of you have ever been a patient in the ICU, but pretty crazy stuff. Um, ultimately what happened was I had to go to bed one evening with an IV of heparin, so stop the blood clot and hope I didn’t bleed, which is what happened.

[00:11:27] Dr. Gary Sanchez: And then they could treat it with blood clo, blood thinners.

[00:11:29] Dr. Chad Johnson: Hold on. At that moment they give you the heparin, do you think? Good night. Farewell. Possibly. I mean like, like as you’re going to sleep, is it possible that you’re just thinking like, what if I don’t wake up? I didn’t go to sleep for one.

[00:11:50] Dr. Gary Sanchez: But secondly, so here’s what actually happened that night. I was worried like, just like you mentioned, [00:12:00] what’s going to happen? ’cause you, you can’t feel it. I was not in pain. Yeah, I was thinking, really, I’m gonna die from a fricking Advil. Are you kidding me? Not jumping out of a helicopter or off a cliff or something?

[00:12:12] Dr. Gary Sanchez: Advil. You don’t, I had no pain. And so the doctor was there and I said, what’s gonna happen if I start to bleed? ’cause she comes in to tell me, oh, I, I, I have to go home. I’m, my shift is over. I’m leaving. I’m like, wait a second. Hold on. I’m about to start hep um, heparin and you’re leaving. But I’ve told everyone what, what to do and they’re all aware of this and they’re gonna take care of it.

[00:12:37] Dr. Gary Sanchez: And they know. And, um, they have my PE pager and everything else, and so many crazy things that happened to me while I was there. She leaves and I thought to myself, I’m gonna test this. I said, ’cause I don’t believe her. So I buzzed the nurse and I said, all right. I start to bleed internally. What are you gonna do?

[00:12:57] Dr. Gary Sanchez: She tells me what she’s gonna do. I said, that’s not even close to what [00:13:00] the doctor said get. She said, well, actually I would get the nurse charge nurse and let her know. I said, go get the charge nurse. So the charge nurse comes in and I said, I start to bleed. What are you gonna do? She tells me the complete wrong stuff.

[00:13:11] Dr. Gary Sanchez: I said, go get the doctor. She said, you have her pager. She said, okay, lemme go page the doctor. Two hours later she comes back and says, I couldn’t get ahold of the doctor. I was like, are you kidding me? So nothing was in place. If that had happened, I would have died. Yes. That’s when I really started thinking about it.

[00:13:29] Dr. Gary Sanchez: Luckily then my phone rang and it was that the doctor, and she said, man, I am so sorry. I thought they knew. I, you know, I, I just, uh, just excuses Sure. Excuses Sure. Um, but when I finally. Made it through and made it out. I got back to my practice. I came to Indianapolis. That’s why I was in Indianapolis, what we were talking about.

[00:13:50] Dr. Gary Sanchez: I went to the Brain Institute in Dr. Kahan, in in, at, um, at Indiana University, and it was India, [00:14:00] Indiana University. Is that Indianapolis? What’s in Indianapolis? Hmm. University of Indianapolis. Well anyways, that’s why I was there. I had to go through all these brain tests ’cause my brain wasn’t working very well after all the stuff I’d been through.

[00:14:13] Dr. Gary Sanchez: And uh, but I finally get back to my practice and one of my patients who’s in his mid eighties, took me aside and he said, Hey Gary, you know you got a second chance on life here when you get to be my age. And you look back on your time here on earth, are you gonna be glad you stayed a dentist or are you gonna wish you’d taken this why thing to the world?

[00:14:31] Dr. Gary Sanchez: Yeah. I said, I’m gonna wish I’d taken this Y thing to the world. He says, well, then you know what you need to do. And that’s when I walked away

[00:14:38] Dr. Chad Johnson: and Google says, yes, Indiana University does have a campus in Indianapolis. It’s officially known as Indian Indiana University, Indianapolis.

[00:14:48] Dr. Gary Sanchez: That’s where I was.

[00:14:48] Dr. Gary Sanchez: That’s where I was, boom. That’s where I got to see the potholes we were talking about.

[00:14:52] Dr. Chad Johnson: Huh?

[00:14:53] Regan Robertson: Gary?

[00:14:55] Dr. Gary Sanchez: Yeah.

[00:14:56] Regan Robertson: How, I’m very curious because you have, you have really [00:15:00] distilled the wises down into nine wises, so there are nine and all of the years, seven years volunteering one. That is such a passion call if I have ever heard of it.

[00:15:11] Regan Robertson: And, and my dad has always told me for my whole life, you know, do what you love and, and your success will follow from that. But anytime you get that inkling, go towards it. So, so in one. Essence, yes. Creating that sales kind of pitch, but other deep research. How did you come up with the nine why’s? What are they?

[00:15:29] Regan Robertson: And, and can you walk us through that process, um, of how you discovered it and, and really put it together in the Why Institute process?

[00:15:38] Dr. Gary Sanchez: Yeah. You know, I wish I could tell you a, uh, um, an amazing story, but this is what actually happened. I was working with a big group of lawyers. In Florida. This, this guy said, Hey, could you come, we’re having a big event.

[00:15:52] Dr. Gary Sanchez: Would you mind taking us through the whole y uh, discovery? ’cause I had worked with him, the founder, and he credits [00:16:00] that with the success of his business from going from zero to many, many millions. And so he said, will you come and work with our lawyer? So it was about 50 lawyers in the room and. He said, just take, um, tell ’em about the why.

[00:16:12] Dr. Gary Sanchez: Take one of them out of the, this is what I used to do. I would take somebody outta the audience on stage with me. I would discover their why right in front of the audience, and then I would build their messaging, marketing, and branding for them right on the spot. Because once you know somebody’s why, it’s very easy to develop their message market.

[00:16:27] Dr. Gary Sanchez: All that stuff’s very easy to do. So that’s what I did. I brought somebody how he said, you’ll probably be on stage 45 minutes an hour, something like that. Okay, great. So I bring somebody outta the, uh, stage, uh, audience, on stage with me, discover their why, um, and then build a messaging, marketing, branding.

[00:16:42] Dr. Gary Sanchez: Well, when I was done the next, somebody else raised their, Hey, can I go next? Oh, 15 hours later, I’m still on stage

[00:16:51] Regan Robertson: How many hours later?

[00:16:52] Dr. Gary Sanchez: 13.

[00:16:54] Regan Robertson: 13 hours. That’s like Tony Robbins level. Like you just jumped 13 [00:17:00] hours

[00:17:01] Dr. Gary Sanchez: and about halfway through that day, this one gal, this female lawyer, raised her hand and she goes, Hey, uh, Gary, how many wives are there?

[00:17:09] Dr. Gary Sanchez: I don’t know. I never thought of that at that, when I started keeping track, keeping

[00:17:16] Regan Robertson: track, no way

[00:17:17] Dr. Gary Sanchez: the same nine kept coming up over. Over and over and the name of the wise are the words that people would use. So Chad and Maggie and myself would always say, you know, here’s the questions I would ask them.

[00:17:33] Dr. Gary Sanchez: There’s basically two questions. Tell me a story about an interaction you had with somebody at work that made you feel successful. Chad and Maggie would tell me about how they helped somebody find a better way to smile or a better way to do something. I would too, you, Reagan would talk about how you helped somebody move forward, just how you were there for them, how you contributed to their success.

[00:17:58] Regan Robertson: 100%. And in the [00:18:00] results through, I, your questions were very interesting to me, how you came up with the questions that are all in the, the why discovery, and at the end, uh, so listeners, if you take this, what at the end, you get this beautiful dashboard and it walks you through your, um, your different whys and, and how they show up.

[00:18:18] Regan Robertson: And in it, it was, um, down towards the bottom, it had like words that, that use are used to describe you or things that you will likely say. And I was like, yes, yes, yes, yes. I’ve said those specific things, and Chad and Maggie, you both know how, how powerful words are and specifically what people say, it gives that meaning that’s, that’s unique to them.

[00:18:39] Regan Robertson: So I, yeah, con contribute is my big why, and I felt like it fit me to an absolute. T like if I believe in someone’s mission, if I believe I wanna be a part of it. And uh, yeah, that was, that was brilliant. Did you, Maggie and Chad, I’m curious, did you get the report and look through it and get to that section by chance and kind of resonate with the better way?

[00:18:59] Regan Robertson: [00:19:00] I think better way fits both of you, because both of you are always on that endless pursuit of, you know, maybe it can be done differently. That’s what I hear. Like maybe there’s, I know this is how it’s done. Chad says that Gary to me all the time. I know, but yeah.

[00:19:14] Dr. Chad Johnson: So Gary, I, I know that one of your sayings is there’s, you know, always a better way.

[00:19:19] Dr. Chad Johnson: Funny enough, mine, I’m one of the 13% it says, that is my why is better way. So that one’s mine and the sub caption, what a wonderful why you have. I like that. But you know, so, Gary, let me push into this for a minute.

[00:19:35] Dr. Maggie Augustine: Yeah.

[00:19:36] Dr. Chad Johnson: These are self-admitted questionnaires, right? So. How far off? So,

[00:19:44] Dr. Gary Sanchez: okay. Okay. There’s over 4,000 possible question options.

[00:19:49] Dr. Gary Sanchez: I use the logic based programming, so it’s not we, we don’t take the same most. Assessment. That’s what we don’t call it an assessment, we call it a discovery. Sure. Like [00:20:00] Myers-Briggs or Colby or Strength Finders or those, there’s a, a set list of questions that everybody answers. Alright. And a score, that’s not what this is.

[00:20:08] Dr. Gary Sanchez: There’s four over 4,000 possible question options. Your next question is based on the one you just answer.

[00:20:15] Dr. Chad Johnson: Oh, interesting.

[00:20:16] Dr. Gary Sanchez: So we would all go in different direction because Chad, you and Maggie and I all have different how and whats. And, um, so, and, and Reagan would be on a completely different path than us because her why is contribute.

[00:20:29] Dr. Gary Sanchez: So it’s not a scoring type thing. Um, it’s, and your, your next question’s based on the one you just answered, and it double checks itself as it goes. And it actually goes all nine levels deep. You didn’t get to see that. But I have it, uh, in my dashboard, so I Oh, I know a whole lot more about you than, uh, than I’ve given you access to yet.

[00:20:53] Dr. Gary Sanchez: Very cool. So it, it gives, for those of you that are listening, what this [00:21:00] does is it gives you the words to tell the world exactly who you are and why they should choose you. And if you take that and you create your messaging, your marketing, your branding, your website, your radio spots, your conversations, all of that based on it, not only will it feel authentic to you, but it will attract the right people that are looking for you.

[00:21:28] Dr. Gary Sanchez: Those are the ones that you want as your new patients. You don’t want everybody, you’re looking, no people that that’s right. What you believe. That’s right. So.

[00:21:40] Regan Robertson: Well, I have to say I so that the, the, there is a, when you take this listeners and you go through it, there is the why, which is like your top overarching level and then there is the how and then there is your what And, and I’m jumping.

[00:21:54] Regan Robertson: I hope I’m on video. I’m jumping because when I went through this process and it [00:22:00] came back to me, my, so my contribute, my why is contribute, my how is make sense and my what. Is mastery. And this year in particular, I’ve been talking to our CEO Victoria Peterson about what I wish to master and why that is so important to me that I go into mastery.

[00:22:16] Regan Robertson: And in there are like, there are, uh, the, the celebrations and the wins of having these attributes. And then there’s the challenges that come with it. And one of the challenges, um, under, I think it was make sense, it could have been make sense or mastery, but one of them was overcommitting. Because you’re a contributor, you wanna help everybody.

[00:22:34] Regan Robertson: And, uh, and I realized that that was my way to communicate. I wanna hone into one area, and it was really because I could say yes to so many things and I asked her do yes. So to go from being like that all utility player who is kind of abandoning herself because she just keeps saying yes and taking on things.

[00:22:51] Regan Robertson: How do I communicate that? And I kept saying the word mastery. So when that came up, I was absolutely floored, um, with [00:23:00] how well it was. Just, just how well it was communicated to me. And I thought, this makes this, this truly makes sense to me. And I also took that information and I looked at my LinkedIn recommendations.

[00:23:10] Regan Robertson: So over the years, what people have said about me, so I don’t know if you guys do this, but, um, I don’t like ask for referrals per se, or like reviews, but I have over the years said, you know, if, if we’ve worked together in a voluntary capacity or whatever, just leave me a recommendation. And I read what people wrote.

[00:23:26] Regan Robertson: I was able to correlate that with what this says. So Chad, kind of to answer your question too, this is self-admitted and then it goes through logic. So yes and no. Um, but I think how, how you answered obviously was reflected in kind of a, you know, a third party situation if you will, uh, which was really fascinating.

[00:23:45] Dr. Gary Sanchez: Chad, can I take you through some things about your YOS? Sure, go for it. Okay. Do you have it up on the screen there?

[00:23:54] Dr. Chad Johnson: I think so I have a couple site, like I have, I think my dashboard [00:24:00] up and then on this one is my, um, I think I had clicked on what is my y So yeah.

[00:24:07] Dr. Gary Sanchez: So go back to your dashboard and where it’s simple.

[00:24:10] Dr. Gary Sanchez: YOS Do you see simple YOS? Uh, yes. Read that out loud to, its where it says, I believe how to ultimately.

[00:24:19] Dr. Chad Johnson: Okay, so the simplest way to articulate who you are, go ahead and say it out loud. There are three things. Why, how, and what. The first is why I believe that success happens when we find a better way and are able to share it.

[00:24:33] Dr. Chad Johnson: Yep. Keep go. How is, how do, how I do that? How? I do that is by creating and following systems and processes that lead to predictable results. What ultimately what I bring are solutions that make sense. And

[00:24:53] Dr. Gary Sanchez: how does that

[00:24:53] Dr. Chad Johnson: feel to you? It resonates with me because, uh, like one of the things that I like doing is [00:25:00] systems and, um, and putting together, like I’ve been doing EOS, uh, the entrepreneurial operating systems and, um, and basically coming down to it’s just like let’s, uh, uh, a lot of questions that I ask sometimes when I’m communicating with people lately in the last month or two has been.

[00:25:17] Dr. Chad Johnson: Am I just solving your problem or am I hearing you okay? Like are, you know, ’cause I’m stopping wanting to, to recognize like, I might be that quintessential guy that’s just being like, well then just do this. And it like, it’s like, but is that what you wanted to hear? ’cause that still is the answer, but, uh, trying to figure out,

[00:25:35] Dr. Gary Sanchez: so, so let’s talk about that for a minute.

[00:25:37] Dr. Gary Sanchez: Okay. So for those of you that are listening, if you had a piece of paper and pen or pencil, um, Chad’s why is Better Way. His how is right way and is what is makes sense. Okay. So it’s better way, right way makes sense. So that tells us a lot about Chad. He’s always in search of a better way. He goes to bed thinking [00:26:00] about better ways, and he wakes up thinking about better ways and he cannot turn it off.

[00:26:04] Dr. Gary Sanchez: And he’s rarely satisfied. Right? He’s always looking to improve things. Now how he does that is he’s gonna be looking for processes and systems that work. He wants to find things that he knows will get predictable, consistent results, which is what EOS is, because ultimately what he brings are solutions that just make sense.

[00:26:24] Dr. Gary Sanchez: If we just do this, it’ll make sense, it’ll work, right? Yep. So what also that tells us is who your ideal client is, who Chad is. Ultimately looking for. So write this down if you can. Um, I’m looking for someone who’s looking for, so I’m looking for someone who’s looking for, and we’re gonna add your why, how, and what there.

[00:26:55] Dr. Gary Sanchez: And that will be your ideal client. So I’ll do it for you, Chad. I’m looking [00:27:00] for someone who’s looking for a better way, better way. Mm-hmm. To move forward. I’m looking for someone who’s looking for the right way to get results, and I’m looking for someone who’s looking for solutions that make sense, which is why

[00:27:19] Dr. Chad Johnson: I love.

[00:27:21] Dr. Chad Johnson: Our second opinions that we give for patients to be able to say, you know, uh, do you, I just actually had one this last week. I was working out of town and so, um, my admin sent me this thing saying, Hey, this patient wants to know. They were at another office, they got this x-ray and they were told they need root canal treatment.

[00:27:41] Dr. Chad Johnson: And I said, listen, according to the x-ray, which is only one view of it, but it just does, it just does. Don’t, don’t even bother. Just tell ’em. The first dentist is telling the truth. They can have peace of mind knowing that’s, it’s not bogus. They just need it. The, you know, like skip, skip the waste of time.

[00:27:59] Dr. Chad Johnson: Just [00:28:00] yes, just do it. And that’s an example where it is just like, just. Yes, it makes sense. Just do it.

[00:28:06] Dr. Gary Sanchez: And so that’s what the essence of your marketing message is about. This is who I’m, look if, if someone is looking for a better way, is looking for the right way to get results and is looking for things that just make sense, you are their guy.

[00:28:22] Dr. Chad Johnson: Mm-hmm.

[00:28:23] Dr. Gary Sanchez: You will have a great relationship. They will love being with you. They will love everything you’re all about.

[00:28:29] Dr. Chad Johnson: And Maggie, this reminds me of our mutual case that we’re working on. Where after, I don’t know what it was, about a month of looking at that case going, why does this keep on failing from the old specialist?

[00:28:41] Dr. Chad Johnson: You know, uh, we’ll keep it anonymous by saying, you know, not saying what kind of specialist but the old specialist who was working on that case. And then all of a sudden I go, wait. We don’t have much AP spread to this, you know, all on X case. I was like, well, there’s why it’s failing. It’s not the screws, it’s not the abutments, it’s just the [00:29:00] fact that the physics are pushing on this, you know?

[00:29:02] Dr. Chad Johnson: And so I was, and I was blown away. You and I both because as like. You think someone would’ve seen that? Like,

[00:29:08] Dr. Maggie Augustine: and I love it how a general dentist or two,

[00:29:12] Dr. Chad Johnson: uh,

[00:29:12] Dr. Maggie Augustine: sometimes contest, maybe even know more than a specialist sometimes. Sorry, had to throw that out there. I know.

[00:29:20] Dr. Chad Johnson: It was tough because it, it was, it, when it became so clear, it was just like, well, there’s one, you know, there’s, there’s a couple solutions, but it’s just like, but there’s the problem.

[00:29:30] Dr. Chad Johnson: Now we know how to move forward. Yeah.

[00:29:33] Dr. Gary Sanchez: And Maggie, we could do the same thing with your why, how and what. Right? I’m looking for someone who’s looking for a better way. I’m looking for someone who’s looking to do it differently. Maggie’s how is challenge?

[00:29:45] Dr. Maggie Augustine: Correct.

[00:29:46] Dr. Gary Sanchez: And I’m looking for someone who’s looking for to dive in deep and really look at what’s going on.

[00:29:51] Dr. Gary Sanchez: Not look at it at just a surface level, but let’s figure out how did this happen? Why did this happen? What are we gonna do about it?

[00:29:58] Dr. Maggie Augustine: It’s like you’ve been living outside of my window. [00:30:00]

[00:30:00] Dr. Gary Sanchez: Yeah, that’s cool. And so that’s the, and that’s what you need to talk about in your messaging, your marketing, your branding.

[00:30:11] Dr. Gary Sanchez: All of that is about why should I choose you? And it’s not because you have all these degrees and you have all these courses you’ve gone to and all, everybody says it and, oh, I’m the most high tech. Well, only until I buy something more high tech than you have correct.

[00:30:26] Dr. Chad Johnson: But, but you know what, Gary, Maggie, I actually feel like she has that, that message dialed in.

[00:30:34] Dr. Chad Johnson: Y you know, like, I feel like, uh, that when you were saying that, I was like that, that’s what I think about when I look at your website, Maggie.

[00:30:43] Dr. Gary Sanchez: So you may already have it there.

[00:30:45] Dr. Maggie Augustine: That was, that was be tweak. Yes. And Reagan had a big hand in that.

[00:30:51] Regan Robertson: Well, there’s what, what blows my mind about this? And, and this does get into the, the radio script and the, the ad that you played for us.

[00:30:58] Regan Robertson: How beautifully. And, [00:31:00] and it goes, it goes deeper and it’s, and it’s a little more scientific and it’s, it’s, it’s scalable. It’s something that’s scalable with this amazing, you know, logical thinking, uh, discovery process that you’ve set up. But it is very, it, it takes. It helps people understand that hero’s journey.

[00:31:16] Regan Robertson: So in the Donald Miller StoryBrand framework, you get down to that philosophical, why, what was that moment? Why is this unfair that someone has to live this way? And so for you, Gary Hearing I was in the ICU, like it was really literally a touch and go, not a good situation. So you had that very, very, very rock bottom moment that said, you know, I’m going to.

[00:31:36] Regan Robertson: I’m gonna shift my life and this is why I’m gonna shift my life. So you had that, that sort of trajectory for it. And, um, and I, you know, when. What’s so beautiful about this is ideology is one of those core areas where people will make the decision. They will do it on the ideology, and you have just, just distilled down the ideology of each person.

[00:31:58] Regan Robertson: So for Maggie, you know, [00:32:00] making sure that people feel seen, that they feel heard, that is so important to her. And the way that you just described that with Chad, you’re right, that is like, it’s a signal, it is a beacon, and it’s so easy to work into. You know, the StoryBrand framework, if you’re going to go that route or whatever methodology you choose, you can plug in that belief because now we’re not talking surface level.

[00:32:21] Regan Robertson: The, the how things get done is not really as important as the why we’re doing it in the first place. So I think you just shoot straight to the heart and, and that beacon just radiates out. And I, and you’re right, Gary, I think you’re right. It does make everything easier after that. You do have to trust it.

[00:32:38] Regan Robertson: Um, and you have to be clear. About what your why is. Also, you have to be honest with yourself. I know that I’ve, I’ve interviewed dentists over the years, and we get down the path, and I don’t know if this has happened with you, Gary, as you’re helping people discover their why, but for example, they discovered, I don’t, I don’t wanna be a dentist and I don’t wanna admit it to anybody.

[00:32:57] Regan Robertson: You know, I have reasons for why I don’t wanna [00:33:00] become a dentist, but what do I do with this now? And that, to me, that flips over into therapy that point I, but marketing isn’t going to help you with that.

[00:33:08] Dr. Gary Sanchez: Well, um, one of the things we talk a lot about is that people don’t know what they want because they don’t know who they are.

[00:33:17] Dr. Gary Sanchez: If you help them figure out who they are, it becomes infinitely easier to help ’em figure out what they want. So if we put each of you in a position where you get to live your why, your how, and your what, you will love what you do. You will have passion for what you do. And passion is the fuel that gives you the energy to pursue your dreams.

[00:33:39] Dr. Gary Sanchez: Without passion, you quit. You give up. With passion, you persevere. So if we put you, let’s take Maggie. We put Maggie in a place where she gets to find better ways. She gets to think outside the box, and she gets to dive in really deep looking for the nuances, the little things that make the big difference.

[00:33:58] Dr. Gary Sanchez: Would you enjoy doing that? [00:34:00]

[00:34:00] Dr. Maggie Augustine: I already do, but yes, absolutely. That’s a dream come true for anybody.

[00:34:05] Dr. Gary Sanchez: Anybody.

[00:34:05] Dr. Maggie Augustine: It doesn’t feel like work that way, right? You’re pursuing your true calling there. There’s just, there’s light.

[00:34:12] Dr. Gary Sanchez: Exactly. And but if I put you Maggie, in a place where you don’t get to find better ways, you don’t get to think outside the box and you don’t get to dive in deep, how are you gonna like that?

[00:34:23] Dr. Maggie Augustine: Yeah, it’s gonna feel gritty and muddy and heavy and I am not gonna wanna walk through the door in the morning.

[00:34:30] Dr. Gary Sanchez: And how about if you do that? If we put you in that spot for a year? For five years, for 10 years,

[00:34:37] Dr. Maggie Augustine: I’m gonna be kind of a jackhole to just about everybody that works around me, which I’ve lived that life too.

[00:34:43] Dr. Gary Sanchez: So now you can look around and see people that are really struggling and if you look at what they’re doing from the perspective of their why, how, and what you’ll see is not in alignment. And all you have to do is help them make a decision to move into a place where they get to live [00:35:00] it and you know they’re gonna love it.

[00:35:02] Dr. Gary Sanchez: There’s such a difference between being able to do something and loving what you do, right? And so absolutely put people in a place where they love what they’re doing, and this is your team as well. So if you knew the why, how, and what of every one of your team members, you could create a team that is so inspired and so excited because they get to do what they love to do every single day.

[00:35:28] Dr. Gary Sanchez: Imagine what that would be like for them. So do this for each one of your team members. Create a matrix that is, here’s their name, here’s what they do, here’s their why, how, and what. And you can very quickly see, do I have the right people in the right place doing the right things where they love what they do.

[00:35:49] Dr. Gary Sanchez: If not, just help them find that position where they get to do that. And you will see a team that is so excited, so fired up to come to work. Can’t wait to share the [00:36:00] message, can’t wait to talk about you. That’s how you do it. Mm-hmm. That make sense?

[00:36:06] Regan Robertson: It does. Absolutely.

[00:36:09] Dr. Chad Johnson: Yeah. I feel like your, uh, y institute.com would, um, shut down.

[00:36:17] Dr. Chad Johnson: In the best of ways. A lot of, uh, Facebook private, um, uh, discussion questions where someone will say, I just don’t, I see ’em about three times a week where someone will post as a dentist in, in a private dentist only group and say. Don’t like what I do. I just graduated a year ago, or I graduated, you know, 30 years ago and I don’t know, you know, like all over the board, but they kind of have the, the common theme of guys, what, what do you guys do to get through this?

[00:36:52] Dr. Chad Johnson: ’cause it just isn’t, you know, like I’m not only having a day that I don’t like or whatever, it’s not a week, it’s not a [00:37:00]month. It’s turning into a. I don’t like this and I don’t know if I like myself and stuff like that. And, um, yeah, that, uh, but it’d be interesting, like if the answer was go to y institute.com and just, you know, like get moving on it.

[00:37:16] Dr. Chad Johnson: Um, yeah. Gary, your thoughts?

[00:37:19] Dr. Gary Sanchez: You know, I, I feel kind of bad in a certain way that I haven’t spent more time in dentistry after I left dentistry because there’s so much I could do to help dentists that went through what I was going through. ’cause I felt that way. Right. And all of the work that I’ve been doing has actually been outside of dentistry only haven’t been asked.

[00:37:43] Dr. Gary Sanchez: Yeah, I don’t know. I haven’t really gotten back around to who the heck is in charge of what and what I, I’m asked to speak at a lot of events all over the world now, but I haven’t really been asked to speak in dentistry. Right. Oh, well,

[00:37:57] Regan Robertson: Gary, that makes sense. Dentistry is about a decade [00:38:00] behind everybody else, so I, I think, I think you’re probably just par for the course right now.

[00:38:06] Dr. Gary Sanchez: You know what’s interesting is, uh, I was at the na na na uh, national Ophthalmology Conference and Ophthalmology’s very similar to dentistry, and they think they’re 20 years behind. Dentists

[00:38:18] Dr. Maggie Augustine: really? How little do you wanna get paid? And how about like, nothing? Um, because in dentistry they don’t, I

[00:38:29] Dr. Chad Johnson: expand that thought, Maggie.

[00:38:31] Dr. Maggie Augustine: Really?

[00:38:32] Dr. Chad Johnson: Yeah. I, I,

[00:38:37] Dr. Maggie Augustine: we don’t pay much in dentistry. Um, but I suppose if there, there’s something for you to stand behind and you can, and make, make some money on the backend by, by selling a, a, a product. Oh, the product,

[00:38:49] Dr. Chad Johnson: okay. So you’re saying as consumers, dentists, don’t they, they’re thrifty, you

[00:38:55] Dr. Maggie Augustine: know, that,

[00:38:55] Dr. Chad Johnson: um, I just wanted to make sure I understood what you’re saying.

[00:38:58] Dr. Chad Johnson: Got it.

[00:38:59] Dr. Maggie Augustine: That, that, that might [00:39:00] need to be cut out of the podcast. That, that this was. No.

[00:39:03] Dr. Chad Johnson: No, it will not be because there’s truth to that.

[00:39:06] Regan Robertson: I, I don’t, and I, I don’t know that it’s that. I, I’d like, I You are a dentist, so I think you, you get to say Dentist Smith. That’s right. Cheek what? From my humble perspective, I see that dentists have so much on their plate and decisions they have to make every single day.

[00:39:21] Regan Robertson: That if I was a dentist, my brain would be firing so quickly that I would probably say I would devalue certain areas. So,

[00:39:30] Dr. Maggie Augustine: well, you know, I have people coming up to me frequently. It’s like, Hey, could you recommend a marketing company? I want something cheap. Well, I, um, still doesn’t work. Okay. If you want cheap, you’ll get cheap.

[00:39:43] Dr. Maggie Augustine: Um, and so that. We’re kind of backwards when it comes to that kind of stuff, but, but even when it comes to some of these people that are putting on the events, they do not, as a wellness speaker myself, I’m constantly this, okay, I’m sorry. We’re not gonna [00:40:00] pay you. You’re a wellness speaker. You should do this for free.

[00:40:02] Dr. Maggie Augustine: Well, why are you paying implant specialists to to speak and you’re paying me nothing. And so yeah, I’m a little bit on a high horse and there’s, there’s an air of, um, bitterness to it. And so we, we need you desperately in dentistry. Absolutely. We just saw what you could do on this podcast, how much we can all benefit, um, our state need you, but get ready to get paid like 10 bucks.

[00:40:32] Dr. Gary Sanchez: Well, I’ve learned, I’m not worried about that because I’ve, here, here’s a little tip back, back, uh, that might, might help you, Maggie, is, um, whenever I get asked to speak at events, I never, you know, they’ll say, well, what do you charge to come speak at our event? And I’ll say, well, what’s your budget?

[00:40:49] Dr. Maggie Augustine: Right?

[00:40:49] Dr. Maggie Augustine: Yeah. Yeah.

[00:40:50] Dr. Gary Sanchez: And so, um, and it’s usually even more than what I’m, you know, I’m usually paid 25,000 to come to speak. [00:41:00]They’re usually more. So it’s very, um, and then, but I, I bring something different though. I take the entire audience through discovering their YOS right on the spot right there. Yeah. So I don’t talk about the concept of, Hey, this would be nice if you knew it.

[00:41:20] Dr. Gary Sanchez: Hey, how about if Yes, right now, and then let’s talk about how you can go use it in your life, your practice. Yep. Go

[00:41:29] Dr. Chad Johnson: tangible.

[00:41:29] Dr. Gary Sanchez: Yeah. So let’s say there’s an audience, like I just worked with that pork group. There was a thousand pork farmers, um, that if they had paid me just to take it, it would’ve been a hundred thousand.

[00:41:42] Dr. Gary Sanchez: ’cause it’s a hundred dollars to take it, $97. So they got a great deal to have me come. Mm-hmm. And they all got to take it for, you know, for free. As for me being there. Wow. So anyways, that’s a, that’s a little off topic, but, well,

[00:41:57] Regan Robertson: I, you bring up, you bring up something that I think is [00:42:00] important in dentistry specifically, but in, in any service industry also is the nuance of listening.

[00:42:05] Regan Robertson: So, I, I, when I am, you know, going through a branding process, for example, it is critically important that I have a one-on-one with that person and I interview that person. And what I’m listening for are the nuances that indicate to me. We should go down this path, or we should investigate this a little bit deeper.

[00:42:23] Regan Robertson: So when I’m trying, I call it the third level of why, uh, and that came from, I think Skip Miller, who, who taught a lot of sales training and um, you know, combined with Donald, so my Miller Boys. But, uh, you know, going down into that third level of why for them I have to listen to them. So to have you. On stage going through that.

[00:42:40] Regan Robertson: It, it, I, I don’t know how I could, other than, you know, doing your 4,000 different, different ways of logic thinking, know how you could do that. Like, can you, you need the human heart to understand where that group is going to go. Or like, before we hit the recording button, you were discussing a group that, that you were working through, which quite a few individuals for a [00:43:00] very large initiative, do you have one of them come up or do you work in a small group and ask them and then my.

[00:43:07] Regan Robertson: I guess my third question is, do you have coaches that help facilitate this process? Like it’s one thing to take the discovery, Gary, what are the next steps to make sure that we can actually put this into practice and make it really stick?

[00:43:20] Dr. Gary Sanchez: Yeah, so if you are somebody that likes to do it on your own there, we have online courses that’ll walk you through how to live your YOS or how to do this with your family.

[00:43:29] Dr. Gary Sanchez: How to build your messaging and your marketing, all that stuff. Um, we have AI tools now that we can take, that we can share with you. I have a clone that you can have access to where you can just ask me questions and I can go through all that with you. I put like over 4 million pieces of data into this clone, and so now you can just ask me, Hey, are my YOS is this, what does it mean?

[00:43:51] Dr. Gary Sanchez: How do I use this in my practice? How do I talk to my spouse about this? How do I, you know, all kinds of questions. Then we also have about 300 coaches that [00:44:00] could take your company through the process of incorporating in with your team and then expanding it out into your message and your reach. So there’s a lot of ways that you could do this if, if you wanted to.

[00:44:12] Dr. Gary Sanchez: And so, yeah, that’s, that’s I think what happens is when companies utilize the YOS, it becomes the language that they speak. So here’s what typically happens, and in fact in our, if we had gotten on this call and I didn’t know your YOS and I, what we would do is we would look at each other’s hairstyle.

[00:44:39] Dr. Gary Sanchez: We’d look at glasses. We’d look at jewelry, we’d look at what you’re wearing, and we’d look at what is in the background. And we would create a, a narrative around what we think we see. And that’s who you would be to me, or I would be to you. And that’s how we would treat each other based on what we think we see.

[00:44:56] Dr. Gary Sanchez: But now that I know your why, how, what, I know [00:45:00] exactly what you’re thinking and what’s going through your head and the way you process. And so it makes it so much, um, more the, the conversation so much richer when we already know who each other is. Sure. So much faster. Sure. And so I don’t meet with anybody.

[00:45:21] Dr. Gary Sanchez: In person or on Zoom, unless I know their YOS Mm. What are we gonna talk about? Gonna go, gonna go round and round on a bunch of Bs and they we’re not once I know you’re YOS, you know I just had a conversation. It somewhat

[00:45:36] Dr. Chad Johnson: profiles us in it dials us in,

[00:45:38] Dr. Gary Sanchez: dials you in and I, and once I know, once you know that I know who you are, the walls go away.

[00:45:47] Dr. Gary Sanchez: You don’t have to puff your chest out. You don’t have to tell me anything. You don’t have to impress me. You don’t have to do, we don’t have to impress each other. We can just, Hey, how about if we have a real conversation, like, what’s really going on here? And it becomes, you know, I I, I had a [00:46:00] call a couple weeks ago with the Admiral of the Navy, ’cause we’re gonna bring this, you know, to the Navy.

[00:46:04] Dr. Gary Sanchez: And he hadn’t taken his YOS yet. And we had this call, I had never met him, and we, he hadn’t taken his YOS yet. So we sent him an email, Hey, Admiral Fogo, you, you need to take your YOS before we get on this call. Oh. Oh, okay. And so he does it. And then when we get on the call, there’s like two buddies having a conversation versus I’m talking to Admiral, you know the admiral.

[00:46:25] Dr. Gary Sanchez: Yeah. And it just allows for real conversations, real connection, moving things forward at a much faster pace. Mm-hmm.

[00:46:37] Regan Robertson: Gary, your, I think it is, is it your, your how? Have, simplify and clarify, right? Is it your how and your what?

[00:46:45] Dr. Gary Sanchez: Clarify, simplify. Yeah. If,

[00:46:47] Regan Robertson: if anything, if anything, this, thank you for this, this hour of time, uh, to dive into this.

[00:46:52] Regan Robertson: You have definitely honed in and, and made things better and you’ve made it simple. It easy, it’s [00:47:00] clear, and I love how you just, you just sort of glossed over that you’re working with the Navy right now. This is. Been proven. I mean time and again, and I, I’m just so grateful for the work that you’re doing.

[00:47:11] Regan Robertson: Uh, how can people get in touch with you? What’s the best way to learn more about the Y Institute?

[00:47:16] Dr. Gary Sanchez: Yeah, so go to y institute.com, WY institute.com. And if you use the, uh, this code, I’ll give you a code. It’s podcast 50. Okay, podcast 50. You can get it at half price. It’s only $97. And I’m talking to Dennis. I know you have the money.

[00:47:33] Dr. Gary Sanchez: Spot,

[00:47:34] Dr. Chad Johnson: in fact, put in Podcast one 50 for a special discount of if dollars more. Yes.

[00:47:40] Regan Robertson: Think. Think about at at the, at the service level, doctors, listeners, think about what you’re spending on marketing right now. Thinking about how frustrated you are. $50 is nothing. If it means that you can clarify your message, make it simpler and, and attract those patients,

[00:47:57] Dr. Gary Sanchez: and I’m gonna give you a, some homework.

[00:47:59] Dr. Gary Sanchez: I’m gonna give [00:48:00] you you all, some homework and then everybody listening, here’s what I want you to do. Once you’ve discovered your Y os, your Y operating system, you’re gonna get a thing that like what Chad read, which was his simple YOS. What I want you to do is copy it, paste it into Chad GPT. Copy your current about page on LinkedIn.

[00:48:21] Dr. Chad Johnson: Oh, post it and ask it. If it res, like if they’re synonymous. If they’re resonating,

[00:48:26] Dr. Gary Sanchez: well then use this prompt. Rewrite my LinkedIn about page so that it’s authentic to my YOS. Yes. And resonate with my ideal client. Yes. And watch what you get. And that’s the message you can use all over your website, all you can use it everywhere, and you can then tell it create.

[00:48:46] Dr. Gary Sanchez: Five sample taglines for me. Yeah. And be blown away by what you get. Yeah. So if that isn’t worth 50 bucks for you then Right. Don’t come back. [00:49:00] Exactly. You’re, you’re not the person

[00:49:01] Dr. Chad Johnson: I’m looking for.

[00:49:02] Dr. Gary Sanchez: You’re not looking for a better way, you’re

[00:49:04] Dr. Chad Johnson: just looking to complain. Hey, there’s a different group for that.

[00:49:09] Dr. Chad Johnson: Just go, go to the complaint

[00:49:10] Dr. Gary Sanchez: podcast. Not the Better Way Podcast.

[00:49:14] Dr. Chad Johnson: Well, Dr. Sanchez, very cool for you to come on. I super appreciate it. It is great knowing you or meeting you, uh, online here. I look forward to, uh, possibly someday meet you in person.

[00:49:26] Dr. Gary Sanchez: Yes, that would be awesome. Love to get back into working in dentist, you know, doing some things in dentistry if, if there’s a possibility for that.

[00:49:33] Dr. Gary Sanchez: But, uh, uh, until then we meet online. That’s right.

[00:49:39] Regan Robertson: Excellent. Thank you so much, Gary. Absolutely. Our pleasure. And thank you listeners for tuning into Everyday Practices. We look forward to, uh, your feedback. You can always email Chad or I reach out to us on Facebook, on LinkedIn, whatever your pleasure is, we always wanna know what we can do to help make things better for you as a listener.[00:50:00]

[00:50:00] Regan Robertson: Thanks everyone.