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THE SAVVY DENTIST PODCAST WITH DR JESSE GREEN

© The Sageman Trust

EP 15. BECOME A KEY PERSON OF INFLUENCE AND TAKE YOUR DENTAL BUSINESS TO THE NEXT LEVEL WITH GLEN CARLSON

JesseGreen: Ladiesandgentlemen,welcometoTheSavvyDentistPodcast.TodaywearejoinedbyGlenCarlson.GlenisthefounderandchiefoperatingofficerofDent.Globalwhichisamassivecompanydoingsomewonderfulthingsintheentrepreneurialspace.Glen,welcometotheprogram.

GlenCarlson: Gooddaymate.Gotcorrectyou,operationsarenotmyforte.

JesseGreen: Okay,COO

GlenCarlson: No,notatall,no.

JesseGreen: No,okay.

GlenCarlson: Iavoidanythingoperationalliketheplague.MyjobistodelegatedowntooperationstomakesurethatIcanhandlethesystemsandthelogisticsandthetimingandtheactualexecution.Idomybesttofocusmoreonstrategy,leadership,visionandkindofexecutingthekindofthe5principlesofleadershipandinfluencethatwetalkabout.I’mnotgoodatoperationsmate;I’druinthewhole…

JesseGreen: You’druinthewholething?Seethat’sreallyinterestingbecauseIhaditinmymindandwe’veknowneachotherforafewyearsthatyouwerethemaestroofthat.Youobviouslymustbeanexpertdelegatorwhichwe’llgetintoinasecondbecausenowyou’vecompletelypeakedmycuriosity.NowthatI’veintroducedyoucompletelyincorrectly…

GlenCarlson: You’renotcompletelywrong.You’veactuallymissedoneletter;CEOwouldlandwellbutnotCOO,notinalongshot.

JesseGreen: Therewego,okaythat’sinteresting.Allrightmate.Welcometotheshow.

GlenCarlson: Thankyou.

JesseGreen: ForpeoplelisteningGlenisreally,reallywellknownintheentrepreneurialspace,doingsomemassivethingswithDent,makingbigwavesaroundtheworld,Australiaofcourse,UK,America,Singapore,globalofficeseverywhere.MatecanyoujustgiveusabitofabackgroundabouthowDentcameabout,whatisthestorythere?

GlenCarlson: ItwasinterestingbecausewejustwentthroughabitofarebrandtoDentactually.I’llgobackmaybeadecadeandahalf.MybusinesspartnerDaniel,ourfirstcompanywasaneventsandpromotionsbusiness.Westartedthatwhenwewereabout22inMelbourneandweexpandedprettyquickly.Wekindofgrewtorunningabout150eventsayear.Wedidamillionourfirstyear,10millioninourthirdandwegotvery

SAVVY DENTIST PODCAST TRANSCRIPT


goodatpositioningauthors,speakers,entrepreneursintheirindustry.AsthatkindofscaledaroundAustraliaandthenweexpandedtotheUKwestartedtogetreallyclearthatitwas…Firstofallourstandardwaswe’donlypromotepeoplethatweregreatatwhattheydid,hadagreattrackrecord,theyhadacohortofclientsthatwerestrongreferrers,wellestablishedintheirgame.

Whatwefoundisthatforsomeofthosepeopleitwasreallyeasytopullacrowd.WhenIsaypullacrowdI’mtalkingwe’doftenputthousandsofpeopleintoconferencecentersandallthatkindofstuffandforsomepeopleitwasreallyhardtopullacrowd.Tocutalongstoryshort,startedreverseengineeringwhatmadethedifferencewhenitcametoattractingtheattentionofanaudienceoracrowdoramarketbasedonapersonalbrandoranindividual.ThelongstoryshortisthatthatbecamethemethodologythatDanputintohisfirstbook,BecomeaKeyPersonofInfluence,Danmybusinesspartnerwhicharethese5steps.

Wefoundthatdespitebeinggreatatwhatsomeonedidiftheydidn’thaveagreatpitch,iftheycouldn’tcommunicatetheirvalue,capturetheattentionofthemarket,iftheydidn’thavecredibilitythroughpublishedcontent,iftheydidn’thavescalableproducts,iftheydidn’thaveastrongprofileandiftheyweren’talreadywellestablishedwithjointventures,alliances,partnerships,visibleassociationswithexistingleadersitwashardtopullacrowd.Iftheydidhavethosethingsitwaseasytopullacrowd.

Whatbecameinterestingiswestartedturningthatintoaproductitself.Wehadalotofpeopletellingusthatthoseinsightsweremakingabigdifferenceforthemandwedecidedtoformalizeitabout6yearsago.DanandIdidn’twanttobethegurus,ourgoalhasalwaysbeentoneverbethesmartestpeopleintheroomwhichiswhywelikedpromotingthesekindofsuccessfulauthorsandspeakersbecausewewantedtobesurroundedbypeoplemoresuccessfulthanus.Webroughtinmenandwomenthathadbuiltglobalbilliondollarbusinessesandbrands,highnetworthentrepreneursandleaders,highlyrespectedtokindofworkwithclientsandparticipantsineachofthosethings,ineachofthoseelementsandthatjusttookoffintheUK.

5yearsagoIbroughtthatheretoAustraliaandwereallydidn’tknowwhatitwasgoingtobecomebutwitharealcommitmenttofocusingonimprovingtheproductmorethanjustbuildingthemostprofitablethingwecouldearlieron.Wewentreallydeepintomakingsurethatitwasavaluableandapowerfulandatransformationalprocessforbusinessownersandentrepreneurs.It’ssincebecomerecognizedintheglobalmediaastheworld’sleadingbusinessacceleratorandit’slike…Fornon-techbusinessestobefair,notcompetingwiththeSiliconValleytechincubatorsoranyofthatsortofstuffbutforyourtraditionaldentist,realestateagents,lawyers,doctors,financialplanners,anyoneinthatservicespace,thatpeoplehelpingspace.

ToseethatkindofkudoscomingoutintheinternationalbusinessmediawasprettyrewardingandsowhathappenedistheKeyPersonofInfluenceacceleratorprogramwhileitwasreallycomprehensiveitwasessentiallyaproductbutthatwasourcompany,thatwasourtradingname,thatwasourcompany,thatwasthetitleofthebook,itwasthetitleoftheprogram.Thisoneproductbecameverysuccessfulandquitewellknownincertaincirclesinasyoumentionedinsomeofthosecountries.Thenourproblembecamewhenwestartedtoreleasedifferentproductswesuddenly



didn’treallyhaveastrongcohesivebrandtounitethem.Essentiallyourbusinesswasonebigproductandsothat’swherewekindofreverseengineeredwellwhatareweactuallyheretodointheworld.

DanandIhadalwayslovedthenameDent;wewantedtodosomethingwiththewordDentbecausewefeellikewe’rebreathingtomakeadentintheuniversesomehowandourfearoffailureisprobablydrivingustowanttodosomethingmeaningfulintheworld.ThatbecamewhatwedecidedwouldbeapowerfulumbrellabrandfornotjustTheKeyPersonofInfluenceacceleratorbutanythingelsethatwechoosetorollout,yeah.That’skindoftheshortstoryofit.Whatdidthattake,15minutes?

JesseGreen: Yeah,wellthat’sallright,that’scoolmate.WhatI’mreallyinterestedtoknow,there’ssomanythingsthatIwouldliketopickupbutthere’ssomegreatthreadsintherealready.Youspokeabouttheservicebasedindustryorservicebasedbusinesses,dentists,doctors,lawyersandsoonandthere’sgoingtobealotofdentistsobviouslylisteningtothispodcastsgoingwellthat5steparchitecturesoundsreallycoolbuthowdoItakethat,howdoImakeitpracticalandallwithoutkindofgoingthroughthefiveP’sonebyone.

ThethingI’mreallyinterestedaboutisbecausedentistryisgoingthroughastructuralchange,it’sgoingthroughsomemajorupheaval,I’velongheldaviewthatthepracticesandthebusinessesthatsucceedoverthenext,particularly5to10yearsandbeyondaregoingtobetheonesthatreallycombineexcellenthealthcarewithfantasticentrepreneurialthinkingandentrepreneurialmindsetandsoon.What’syourthoughtsaroundtheentrepreneurialmindsetascomparedtosayatraditionalbusinessesowner’smindset?Wheredoyouseethedifferenceslyingandwhatwouldbethesignificantpointsthere?

GlenCarlson: Yeah.Thisgetstrickybecauseitstartsgoingintoasortofsemantics.WhenIthinkofanentrepreneurIthinkofthecharacteristicsofsomeonewhoishyper-resourceful,thinksoutsidetheboxandjustkicksthegoddamndoordownuntiltheyfindtheresult.Ifyoulookat…Let’sjustgotraditionalconservativemumanddadfishandchipowner,fishandchipshopownerkindofbusinesswherereallythey’vebeeninbusinessfor20yearsbutthey’verepeatedthesameyear20times.They’redrawingfromtheirexperiencesofthepastofhowtodothingsandthey’reprojectingthatintothefuture.They’remakingdecisionsaboutthefuturebasedontheirexperienceofthepast,right?Ifwe’regoingtotalkaboutalowbrow,lowsophisticationkindofbusinessowner…Becausethisiswhysemanticsareimportantbecausetherearesomehardcorebusinessowners,right?

JesseGreen: Thereabsolutely,yeah.

GlenCarlson: Let’sjustsaylikelowmindsetbusinessownersorentrepreneursisthatfishandchipshopasopposedtothiskindofotherwayofgoingaboutitwhereyousitthereandyoupickapointintimeinthefutureandyougohowdowewantthattobe?Amancouldputamanonthemoonbloody50yearsago,whateveritwas,ifwecandothatwecanrebuildourdentistrypractice,wecanrebuildourrealestateagency,wecanrebuildwhateverwewantevenifitishypercompetitive.ThethinkingandIthinktheanswertoyourquestionisthatarealentrepreneurseessomethingoutinthefutureandinsteadofforwardprojectingallthelimitationsandlackofresourcesfromtheircurrentdayinthepasttheyjustgolookwhatdowewanttogetdoneandthenwhatarethesignificantproblemsthatwehavetosolveinordertoactuallygetthatdone,



reverseengineertheproblemandthenjuststartchippingawayatit.

Ithinkthat’sthekeydifference,isthatentrepreneursaretheonesthatarereverseengineeringthefuturewherethetraditionalbusinessownersthatarestrugglingaretheonesthatarejustprojectingthepastandhistoryisrepeatingitselfforthem.

JesseGreen: Yeah,lookIthinkthat’safabulousanswerGlenbecausewhatweseeinthedentalspaceaswellisthere’ssomanyguyshopingthattimeswillgobacktothewaytheywereandfranklythey’renotandreallyinmyviewit’sabitofasinkorswimkindofscenarioformanydentists.They’reeithergoingtohavetogetonboardwithanentrepreneurialthinkingasyou’vedescribedittolookforwardtothefutureasopposedtorepeatingthesameyear20timesandIthinkbeingabletoreverseengineerthatandberesilientandresourcefulisgoingtobecritical.

Intermsofthethingsthatyoudowithyourbusiness,youspokeaboutgrowingofficesaroundtheworldandalltherestofitandoneofthechallengesthatIgetaskedabouteverysingleday,ifnoteverydayatleasteveryotherdayisaboutcreatingamoreleveraged,amorescaledbusiness.Thisissomethingyou’vedoneobviouslyaroundtheworld,whatlessonsarecomingoutforyouasyou’vedonethat?Wasthereapointintimewhenyouthoughtifwescalenowit’snotgoingtoberight,whatdidyouneedtohaveinplacebeforeyouscaledandwhat’sthetippingpoint?

GlenCarlson: IthinktheluckiestthingformewasthatIdon’t…Ididn’tandstilldon’thaveanyideawhatI’mdoingandIabsolutelyI’mnotqualifiedtobeabletodelivertheresultsthatI’msellingtomyclientswhichbasicallysaysIcan’tpersonallydeliveronmypromises.

JesseGreen: Yetyoudo.

GlenCarlson: YetIdo,right.Thiswastheluckything,isthatIwas…Thisiswhereifyou’readentistandyou’relisteningtothisandyou’reagreatdentistthat’sactuallyyourbiggestorpotentiallyyourbiggestliabilityintermsofmindset.Becausetheproblemisthatifyoucandothegreatworkyourself,you’llhaveatendencytodothegreatworkyourselfandthatobviouslystrapsyouintoanunscalablebusinessmodelwhereyoudon’thavethetimetogetupandsolvetheproblemslikethefactthatyourindustryisnowhighlycompetitiveandthere’saninsurgeofnewplayersandallthedifferentstructuralshiftsthatyou’retalkingabout.

JustthethoughtexperimentthatcamenaturallytomebecauseI…WhenwelaunchedtheKPIprogramneitherDannorIwerecapableorqualifiedtobeabletoworkwithourclientsonimprovingtheirpitchorhelpingthemturntheirservicebusinessesintoscalableproductbusinessesoranythinglikethat.Wehadtobringinpeopleandmakeitpartofourofferingthatotherpeopledeliveredthosekeyelementstothepointwherewecouldn’tgetinvolved.Thatsimplesituation…IfyouthinkofElonMusk,hesellselectriccarsbuthecan’tdeliveruponanelectriccarpersonallyheneedsanentireteamofpeoplecomingtogethertodothat.Ithinkformeintheearlydayswhatallowedustoscalewasthefactthatwenevertriedtoputourselvesintoproductinthefirstplace.

ThebeautyofanydentistlisteningisthatyouhaveasIdidenoughexperiencetobeabletocurateyourcustomers’journeyandyourcustomers’experienceandguidethemtoafantasticoutcomeandaresultsolongasyou’vegotthatperspective.I’m



thinkingaboutdentistrysowhensomeonecomesin…Someonecomesinlookingtogetachippedtoothdonewellit’slikehangonaminutewhatI’mIreallytryingtogetdone?Whatwedidiswereverseengineeredwhataretherealproblemsthatourcustomersandclientsareexperiencing,whataretheyreallytryingtogetdoneandwe’recontinuallyreverseengineeringthatprocess,tryingtogetthemthereintheshortestnumberofsteps.Ithinkit’sthatprocessofworkingouthowdoIgetmyclientfrompointAtopointBwithoutme?

JesseGreen: Thatis…Foranyonelisteningthatisjustabsolutegoldthere.Iguesscomingbacktothat,justtotalkaboutthatevenfurtherGlenit’saboutknowingyouraudienceandreallywhatkeepsthemawakeatnight,whatmakesthemtickandsoonandsoforth,yeah?

GlenCarlson: Absolutely.Oneofthekindofmaximsthatwehaveisyou’vegottohaveaPhDinyourcustomers’problems.Theonlyreasonpeoplebuyanythingistosolveaproblemandsothereforeyourvalueintheworldisdirectlycorrelatedtoyourabilitytosolveproblems.Indentistrytheproblemsthatagreatdentistandagreatteamofdentists,apracticecansolveissomuchbeyondarootcanal,it’ssomuchbeyondtheaesthetics.There’ssuchamassivehealthimpactthathappensasaresultofthehealth,youroralhygiene,youroralhealth,howthatworksbutmostpeoplehavenoidea.They’resofewdentiststhatareactuallyleveragingthefullimpactofthelifechangingeffectsthatsimpleoralhealthandhygienecanhave,right?

Thatjusttellsmethatalotofdentistsarejustdoingwhattheyhavedoneinthepastwithteeth.They’renotandeveniftheyareattheleadingedgeofscienceintermsofhowbiganimpactthestuffthatgoesoninyourmouthandyourjawandallthatsortofstuffhappenstoeverythingelseinyoursystem,they’renotleveragingit.Becausedentistsarestillseenasdentistsratherthanahealth,aholistichealthproviderandIthinkthatisashift,ifyou’reabletoreallydigdeepintothewideexpanseofproblemsthatyourcustomersareexperiencingwhentheywalkinthedoorthatisahugeopportunitytobeabletoproductextend,brandextend,createpartnershipsandalliancessoyou’reabletocreateamuchmorevaluableoffering,amuchmorecompletesolutiontowhatthecustomerneeds.

There’sgoingtobeacoupleofbigbrandsinthedentistryspacethatdoitIbelievewherethey’regoingtostart…Peoplearegoingtostartgoingtothedentistinthesame,insteadofgoingtoanaturopathoraGPorsomethingalongthoselinesbecauseit’sgoingtobethisintegratedsolutionwhichstartswiththefoundationwhichisthemouth.

JesseGreen: That’sfantasticandagainforanyonelisteningwe’retalkingtoGlenCarlsonfromDent.Globalandwe’vebeentalkingthismorningabout…BeginningwithaconversationaboutscalingandleveragingandwhatGlenhasreallycoveredoffreallyelegantlyandwhatIloveishe’ssayingtakeaPhDintheproblemsthatyouridealpatientfaces,gettoknowthem,understandthematagreatdepthoflevelbecausewhatwe’retryingtodoiscreateopportunitiesforbrandextension,productextensionandsoonandbytakingyourpatientonajourneyfromwheretheyaretowheretheywanttobe.Thepointofleveragingandscalingisitmaynotnecessarilybeyouthathastobeinvolvedinthedeliveryofthatserviceorproductandthat’stheessenceofwhatyou’resaying,right?

GlenCarlson: Yeah,soforexamplelikeaparallelindustry,aclientandfriendKatherineMaslenfrom



Brisbane,runsBrisbaneNaturalHealth,anaturopath.Sheusedtocharge120buckspersessionandhadathingaroundworkingwithpeoplethatwerelowinenergy.Nowyouimaginesomeonethat’slowinenergythat’sgoingtohaveanimpactoneveryareaoftheirlife,theirprofessionallife,theirromanticlife,theirfamilylife,thetimethattheycouldspendwiththeirkids,theirabilitytogetfitandhealthy.Doesitsoundlikecharging120bucksanhourisacompletesolutiontosomethingonagranderscaleasthat?No.

Whenyouexplorethefullconsequencesoftheproblemit’svastandsowhatKatherinedidisshere-imaginedthehourlyrateintoanactualmembershipwhichendsupgeneratingabout7to$10,000ayearinmembershipfeesandshebringsinaprogramandawholesuiteofpeoplerangingfromdieticianstopersonaltrainerstonaturopathsbutnother,toorderfooddelivery,thewholecompletesolutiontoaradicalhealthshiftandsheintegratesitandmakesitsostructuredthatpeoplecan’thelpbutgettheresult.Bychargingthosekindsoffeessheattractspeoplethatarecommittedtotheoutcomeandtheresult,theywantthesolution,they’rewillingtopayforit,theygetbetterresults,theytalktotheirfriends,sheattractsbetterbusiness.Sheisfarmoreprofitable,it’safarmorestructuredbusiness,it’safarmorevaluablevaluepropositionandnotonlyisshemoreprofitable,notonlyisherreputationgrowingatscaleinthemarket,herbook’soutthere,sheisonthecoverofmagazinesnowandallthatkindofstuffbutit’srequiringlessandlessofhertimeasshescales.

Asyoudostarttogrowthelevelofcomplexityinsideyourorganizationgoesupandthatrequiresyourintention.Literallyasyougrowyourfocusneedstoshiftfromdeliveringremarkablevaluetoactuallymakingsureyou’redealingwithsomeoftheproblemsthatyourorganization’shavingasitstartstogrow.Itreallyisimportanttorollyourselfoutofthedeliveryofthatcompleteremarkablesolutionveryearlyonoryou’rejustnevergoingtogetoutofthatkindoffirststep.

JesseGreen: Yeah,lookthat’sabsolutelygolden,getyourselfoutoftheway,stopbeingthepersonwho’sdeliveringtheremarkablesolutiontobuildingateamthatdeliverstheremarkablesolution.

GlenCarlson: Stopchargingbythehour,stopchargingbytheseat,stopchargingbytherootcanal.Ifyouthinkit’sabouttherootcanalyou’vetotallymissedthepoint.Thereisafarbigger,broader,morecomprehensiveproblemthatpeoplewouldliketosolvethattheyjustdon’tunderstandandit’sahugeuntappedopportunitynotjustfordentistsbutforfreakingeveryoneoutthere,ourselvesincluded.

JesseGreen: Yeah.Quicklyonthisoneaswellbecausescalingweallunderstandthatit’sagoodthingtodo,weunderstandthatit’sgoingtoprovidemorevaluetotheenduser,tothecustomer,it’sgoingtoprovideabetterbusiness,it’sgoingtodoallthesewonderfulthings.Myquestioniswhythendosofewpeopleactuallynailit?Whydosofewpeoplekindofgetthatpartright?

GlenCarlson: FirstofallIdon’tthinkthatscalingisgoodnecessarily.Growthforthesakeofgrowthiscancer.Ifthereisn’tagoodreasontogrow,ifyou’vegotagreatbusinessatwhateverlevelyou’reatthatyou’rereallyhappywith,it’stakingallyouremotionalneeds,yourlifestyleneeds,yourcontributionandcharitableneeds…



JesseGreen: Leavewellalone.

GlenCarlson: Yes,exactly.Don’tmesswiththegoldengoose,right?

JesseGreen: Yeah,yeah,yeah.

GlenCarlson: Ifyou’renotandtherearereasonsthatyouwanttogrowandbecomemoreprofitableandservemorepeopleetceterathereasonthatmostbusinessesrallystrugglewithissimplybecausethecomplexityoftheorganizationdoesnotincreaselinearly.

JesseGreen: No.

GlenCarlson: Youaddonemoreperson…Ifyou’reonepersonandyou’redealingwithoneotherpersonthere’sarelationshipofcomplexitybetweenthosetwo.Addonemoreperson,right,thecomplexitygoesupsignificantly.Addanotherpersonitgoesupbyanorderofmagnitude.Addonemorepersonitthengoesupsomethinglike600%ontopofthataswell.Addonemoreproductandthenthatfractalsintermsofitscomplexityagainstthewholesystem.Theproblemthatmostbusinessownersfaceisastheystarttogrowevenifthey’vegotclientscomingthroughthedoorthelevelofchaosthat’sbeinggeneratedatanorganizationalleveliftheydon’thavethesystems,theprocesses,thebestthinkingoratleastsomeonetobeabletocomeinwithanobjectiveviewthat’snotthemunderthebestpersontosystemizeandorganizetheirbusinessrarelyit’sadifferentthoughtprocessthatneedstogoon.

That’stypicallywhathappensisbecausetheyendupchasingsales,marketing,businesstokindofkeepthebusinessafloatbutthebusinessitselfbecomessoinefficientthatyouendupjustonthisbig,expensive,scarytreadmillthatasitgrowsjustgetsevenbiggerandscarierandriskierandsuddenlyyourhouseisonthelineandsuddenlyyou’vegotallthisteamwhotheirlivelihoodsareonthelineanditbecomesareallycomplexbeast.Theshortanswertothequestionisasbusinessesgrowtheloseefficiencyandeffectivenessandifthatcan’tbemaintainedthey’redoomed.

JesseGreen: Yeah,absolutely.Againanyonelisteningtothisifyou’reperfectlyhappywithyourpracticeandit’sgoingalongperfectlywell,tickingalltheboxesthatGlenspokeabout…

GlenCarlson: They’reprobablynotlisteningtothispodcast.

JesseGreen: They’reprobablynotlisteningtothispodcastbutjustontheoffchance…

GlenCarlson: They’resittingonthebeach.

JesseGreen: Exactly,butjustontheoffchancethatyou’relisteningandyou’rehappy,you’reperfectlycontentwithwhereyouaredon’tscale,don’tdoit,don’tputyourselfthroughit.Ifyou’rethinkingyouwanttoincreaseyourreach,increaseyourcontributionanddomorethen,yeahallthethingsthatGlenspokeaboutintermsofmakingsureyou’regettingyourselfoutofthewayandsoonandsoforthisabsolutelyforyoubutbewarethattherewillbeexponentialincreaseinthecomplexitythatyou’refacingandthat’sawholenewskillset,rightGlen?That’sgoingtorequireyoutodevelopsomenewskills.

GlenCarlson: Yeah.There’sacoupleoflayersthatweseeintermsofgrowth.Workingwithacouple



ofthousandclientsandinterviewingabout10,000morethereisverymuchapredictablejourneythateveryentrepreneurialbusinessownergoesthroughastheygrow.Themistakethatpeoplemakeisthattheythinkthattheirparticularjourney,theircircumstances,theirproblemsareunique.

JesseGreen: I’muniqueGlen,mybusinessisdifferent.

GlenCarlson: You’renot.

JesseGreen: No.

GlenCarlson: Certainlynotatscale.Iknowyou’rejokingbutwezoomouttoasamplesizeofacoupleofthousandandit’sallthesamestuff.Reallywhatwefind,Imeanlookthestatistics,80%…GetontheABS,80%ofAustralianbusinessesgeneratelessthan$500,000inrevenueandhavelessthan5employees.Thatmeansifyoudosimplemaththere’snoprofitthere.Thefounderisthechiefcookandbottlewasher,theytrytodoitallthemselveswhichleadstostress,whichleadstoburnout,they’reonthetreadmillandthere’sthatcliché.

JesseGreen: Yeah.

GlenCarlson: That’swhateveryone…Wecallitthewilderness,right,becauseit’skindoflikesurvivingonnutsandberriesbuttheproblemisyoucanliveonnutsandberriesforaverylongtimeandtherearepeoplethathavebeenlivingonnutsandberriesintheirbusinessfordecades.There’sthis…Thatgoesuptoabout500grandinrevenue.Between500grandinrevenueandabout3millionisthissweetspotifyoucangettheratioofrevenueperemployeehighenough.

JesseGreen: Yeah.

GlenCarlson: Ifyou’redoingsomewherebetweenabout500,000and3millioninrevenueandifyoudothenumbersyou’redoinglessthan$200,000inrevenueperemployeeasaruleofthumbthiswillprobablybeespeciallytruefordentistsjustbecauseofthehighinfrastructurecostthatyouguyshaveisthatyou’regoingtobestruggling.There’snotgoingtobeenoughprofitthere,you’relookinggoodintermsofrevenue,youtellyourfriendsyou’redoingacoupleofmillionbucksandthey’reimpressedbutyou’refreakingoutbehindthescenesstillbarelyearningwagesintermsofwhatyou’reabletopayyourselfandhowthat’sabletocontributetoyourlifestyle.

Wecallthatkindofalmostlifestyle.You’vealmostgotagreatbusiness.Themomentyoustartgettingandthisisefficiencyandeffectiveness,themomentyoustartgettingyourhumanresourcesperformingatabove200,000revenueperfulltimeemployeethat’swhereyoustarttogetinthebestpracticesaroundleveragingtechnology,leveragingintellectualproperty,youbecomemoreefficient,youbecomemoreeffective.Suddenlythere’senoughcashinthesystemtohiretherightteam,toinvestinbuildingtherightsystems,youasthekeypersonofinfluencehaveastrongbrandandreputationthat’sgettingcutthroughwhichmeansyou’reabletoattracttherightmarketdespiteahypercompetitivespace.Thatcreatesefficienciesincostperacquisition,thesystemscreateefficienciesintermsofdelivery.

Thefactthatifyou’vebuiltyourselfoutoftheproductmodelmeansyoucanspend



yourtimeleveragingjointventures,partnerships,buildingyourbrandandthebrandofyourorganizationandthebrandsofyourkeyteamaswellsoit’snotjustonyourshoulders.Youcanhaveareallyfun,excitingdynamic,sevenfigure,highlyprofitablebusinesswhichwillputyourkidsthroughprivateschools,it’llgetyouacoupleofmonthsoffayear,thethingwillrunreallywellwithoutyou.Youcanberecognizedforthegoodworkandtheinsightsandphilosophiesthatyousharearounddentistryandtheholisticelementsofthatandblah,blah,blah,thumbsup.

Ifyougettothatpointandthenyoudecideyouwanttogrowsomemorethefirstquestioniswhat’swrongwithyou?Areyounuts?Areyoumental?Ifthereisagoodreasonwhyyouwanttoscalethenthere’sthisnextphasewhichdoesn’tenduntilabout15millioninrevenue.Reallythere’sthisnoman’slandwhereyou’renotabigbusiness,you’renotasmallbusiness,allthatfunprofitabilitythatyouhadasalifestylebusinessisgone,you’renowinvestinginsystemsandHRandlegalandallthesestuffthat’ssofaroutofyourlevelofcompetencythatyougottobringinalltheseexpensiveexpertsthatarerarelyverygoodatwhattheydo.

Unlessyou’rewellpositionedasakeypersonofinfluencetomovethroughthatphasebetweensortof3andbetween12andabout15millioniswhereitstartstocomegoodagainwhereyoumoveintothatperformancephaseandthat’sawholedifferentstoryagainbuttherearetheseverysortofpredictablesteps.Ifyou’reinsortofsub500,000inrevenue,you’reveryearlystageorifyou’reinthatalmostlifestylestageofbusinessyou’resomuchcloserthanyouthinktoahighlyprofitablekindof7figurelifestylebusiness.

JesseGreen: Matethat’sfantasticandforanyonelisteningtothis,thisissomeabsolutegemsofwisdomthathavejustcomethroughthatlast5orsominutesofGlenspeakingthere.Mate,there’ssomereallygoodthings,IwouldjustliketotouchonjustbeforewedotalkaboutcrossingthedesertandgettingintotheperformancespacebusinessbecauseIknowthat’ssomethingthatyou’vedoneandIknowthatyou’vedoneitreally,reallywell.BecauseIknowequallythepeoplewhowillbelisteningtothispodcastthere’llbesomepeoplegoingsignmeup,saddlemeup.I’vegotmyprofitable7figurebusinessandI’mlookingto…I’mlookingtogettoperformancelevel.Whatwouldbethefirstthingstoconsiderinthatjourney,howdoyougetacrossthatdesertasquicklyasyoucanwithoutkindofdyingofthirst?

GlenCarlson: Wellfirstofallthisisgoingtosoundself-servingbutyouneedtobeakeypersonofinfluence.WhatImeanbythatisyougottohavetheassetsinyourbusinessthataregoingtobetheappropriateassetsforscale.Youneedassetsthatareacquiringhighquality,newleadsataregularbasis.You’vegottohaveverylittleofyourtimeconnectedtotheproductitself,you’vegottohaveapowerfulpersonalbrandandreputationbecauseit’sgoingtobethatreputationthat’sgoingtoallowyoutoopenthedoorstobeabletocrossthatdesert.FranklyIactuallythinkthebestwayifIwasrunningadentalpractice,Ihadmy7figurerevenue,IhadmyprofitabilitythewayIwouldbelookingtogrowwouldbethroughacquisitionandIwouldberollingupawholebunchofthehundreddentiststhathaveopenedupafewkilometersfrommethatsuckanddon’thavethesystems,don’thavetheefficiencies.

InsteadofmetryingtocompetewiththemI’dsimplystartacquiringtherevenuetocrossthedesert.I’dtheninstallmysystemsandmybestpracticesthatI’vealreadydevelopedintothemandvery,veryquicklyI’dcrossthatdesert.I’mkindofmovingawayfromthemindsetofcompetingacrossthedesertandI’mmoreofthemindsetof



theacquisitionmodel,yeah,torollup.Ifyouhavegottothepointwhereyourbusinessissorockinginthatlifestylespaceitmeansyouhavethebrand,youhavethesystems,youhavethebestpractices,youhavethescalableproductswhichnoneofyourcompetitorsdosojustgotakethemoverbecausethey’restrugglingandthey’dlovetobepartofamodelwheretheydidn’thavetohuntandchase.Suddenlyyoumoveintothebusinessofinsteadofbeinginthebusinessofrootcanalsyoustartbeinginthebusinessofhelpingsolvetheproblemsforotherdentistswhichthehuntandthechaseandallthatsortofstuff.

That’skindofoneofthewaysthatwe’vedoneit.Byunderstandingourclientsasthey’regoingthroughouracceleratorprogramstheyhavetechnologyneeds,theyneedtopublishcontentsowebroughtatechnologybusiness,weacquiredatechnologybusinessthathelpsproduceallthewebsitesandallthatkindofdigitalinfrastructure.We’vejustacquiredapublishingcompany,we’reabouttoacquireanothertechnologybusiness.

Everytimewedothatbecauseofthevaluationweachievebybeingahighperformance,highlyprofitablebusinesswhereyouhaveastrongvaluationwhichmeanswecouldwithoutspendingadollarwecanusethevalueofoursharestoacquirebusinesses,wecansolvetheirleadgenproblemsbecausewe’vesolvedourownleadgenproblemandit’sthesametargetmarket,wecangrowthemvery,veryquickly.ItmeanswithoutspendingadollarIcanliterallybyacquiringabusinesslikethat,thatmakesallofuswealthierIcanaddamillionor2revenuetomytoplineliterallyovernightwhichmakestheentireentitymorevaluablewhichmeansthenexttimeIdoit,itjustgetseasierandeasier.That’showwe’vekindofacceleratedourjourneythroughthedesertbutitonlyworksifyou’regenuinelyakeypersonofinfluence,highlyprofitable,you’reoutofthebusiness,everythingisworkingandyoucanstartplayingthegameofrealbusinessratherthanbeinganoperator.

JesseGreen: Yeahandthat’sfantasticandnottomentiongoingbacktothepointyoumadeearlierjustalittlebitinsanetoojusttoroundthatout.TogobacktothepointIreallylovethatandlisteningtotheexplanationthereGlen,thethingsthatyouspokethereareexactlythesamethingsthatwedoinourbusiness,thesamethingsthatwe’recurrentlyplanningherewithourpracticeinCanberraandI’dreallyencourageeveryonetolookatitbecauseIknowtherearealotofpeoplethatbelieveinit’seasiertostartandsomepeoplearegreatatthat,formeacquisitioniseasier,itjustis.Iguessit’sfindingyourownpath.

HeyGlen,acoupleofthingsIwanttotalktoyouaboutaswegothroughourchattoday.WhatdoyouseeasyougoaroundtheentrepreneurialspaceandIknowyoutravelextensivelywithallyourofficesaroundtheworld,whatdoyouassomeofthemajortrendshappeningatthemomentandwheredoyouthinkthey’regoingtocollide?Whatwouldbeyourthoughtsaroundthat?

GlenCarlson: WellIdon’tthinkthey’regoingtocollide,Ithinkthey’vecollided.Ithinkweareinthemiddleofthemostperfectstormofopportunitythatwe’regoingtoexperienceforthenext50yearsatleast.CertainlyitwasgloballybutverymuchinAustraliatheUK,theUSbabyboomersareturning70thisyear.Babyboomersaretheglutinthemarketofpeoplethatwerebornbetween46and64thatmeans…Ifpeoplelistentothisin3years’time,backwhenthiswasrecorded2016thisisthefirstyearthatthoseboomersareturning,thefirstofthoseboomersareturning70morethanathousand



peopleadayinAustraliaarehavingtheir70thbirthday.Thathasmeantthattheentireeconomyforthelast70yearsfrombabyfoodtoschoolstothepropertyboomstothecostofmoneytoretirementdevelopmentboom,everythinghasbeenpoweredbythisdemographic.

Overthe70yearsthey’veessentially,welllet’scallit50yearsthey’vebeeninaccumulationmode.They’vebeenaccumulatingassets.Nowthey’rereachingtheir70’s,they’vegotanother10,15…Mynanais98yearsold.

JesseGreen: GoNan.

GlenCarlson: No,notreally.She’sinahomeandshe’sreallyoldandshe’snotinagoodway,it’scostingalotofmoneytokeepherascomfortableaswecan.It’sreallyexpensivefortheseboomerstolookaftertheirhealthneedsandsotheyareliterallyshiftingfromanaccumulationmindsetovertheirentirelifetoaliquidationmindset.You’vegotthistrendofboomersoverthenext5to10yearsliquidatingatscaleassetsthathavebeenpoppinguptraditionalassetclasses.Property,stocks,there’sgoingtobeadeflationarypressureacrossallclassesinthosemarkets.There’sthisnextgeneration,mygenerationcomingupunderneaththemoryourgenerationcomingupunderneaththemwedon’thaveanywherenearthesamevolumeofnumbersthattheydo.

Certainlymygenerationhasawholedifferentperspectiveonownershipandthisisthenextbigtrendiswe’reverymuchinthisweirdsharing,collaborationaccesseconomywhereIdon’thaveacarmate.Isoldmycar…I’mattheageandatthelevelofkindofsuccessinbusinesswhereIshouldhaveabigfancycaroutatthefront,right?

JesseGreen: You’vegotabigfancyhoverboard.

GlenCarlson: I’vegotahoverboard,I’vegotallthatkindofstuffbutIdon’tbecauseIhateparking,ifI’mdrivingIcan’tbedoingwork.UberIpushabutton,Ihaveachauffeurcomeup,pickmeup,takemeanywhere.Idon’townmusic,I’vegotsomerecordsbutIdon’townmusic,Istreammusic,Idon’tneedtoownmusic.ThisconceptofownershipwhywouldIwanttoownaholidayhomeinSpainwhichIhavetomanagetherisk,complexity,allthatkindofstuffoffwhenAirbnbcangivemeaholidayhomeanywhereintheworldanytime.There’sthisentireshiftwhereyou’vegotallthesepeoplesellingdownassetsandyou’vegotthisothergroupofpeoplethatjustaren’tinthemarkettobuywhichmeansthateverythingthatthisgenerationthatareintheirprimehavereliedonandhaveseentheirparentsrelyon,myhypothesisisthatisgoingtochangeandit’sgoingtochangedramatically.Inanenvironmentwhereallthatischangingthequestionthenbecomeswellwhatassetbecomesvaluable?

JesseGreen: Yeah.

GlenCarlson: Ifpropertyisn’twherethereturnsare,ifthestockmarketisn’twherethereturnsare,wherearethereturns?Ibelievethatthemostvaluableassetandinmyabsolute,Iamallinonthisidea,allinonthisideaisthatyourmostvaluableassetisyourpersonalbrand.Peoplegetcaughtuponthisideaofbrand,theythinkthatI’vegottobecomethisshinyself-promoter.No,brandisjustanotherwordforreputation.

JesseGreen: Yeah.

GlenCarlson: Ithinkifyouareabletopackage,developassets,collateral,contentaroundyour



reputation,whatyou’reknownfor,whatyou’regoodat,yourpurpose,yourmessage,allthatkindofstuffinapowerfulwaytheeconomyisalwaysgoingtohaveupsanddownsbutit’salwaystheindividualsthathaveastrongreputationthatareabletowhetherthosestormsmosteffectivelyandthey’retheonestobouncebackfaster.They’retheonesthatcanmakemostoftheopportunitieswhentheblood’sinthestreetsotospeak,whenthemarketistoofull.Ourwholebusinessiskindofbankingontheideathat…Imeannowwe’reseeingitverymuchbutwedobelievethatoverthenext5to10yearspeoplearegoingtobevery,veryquicklyrecognizingthatit’swhotheyarethatistheirmostvaluableassetandmakingsurethattheirmarketunderstandsandconnectstothatatscale.

JesseGreen: MatethatisfantasticadviceandforanyonelisteningtotheshowIreally,reallywanttoendorsethatpointthatyourpersonalbrandiscritical,itiseverythingandit’scertainlybeensomethingthatwe’veworkedveryhardonourselveswithourpracticeandineverythingIdo.EquallyaroundthatoneofthekeythingsthatIthinkjusttohighlightthispointiswherethere’supheaval,wherethereischange,wherethereisuncertaintythereisalwaysopportunity.Clearlythedentalprofessionisgoingthroughmajor,majorupheavalatthemomentandagainpeoplewhohavethisviewpointwon’tnecessarilybelisteningtothepodcastbuttherearemanydentistsouttherekindoflookingandthey’regoingwishIwasgoingbacktothegoodolddays.Wellthe…

GlenCarlson: Brilliant.

JesseGreen: Yeah,exactlybutthesmartonesaregoingwellthisisgreat,thisisgoingtobe…There’sneverbeenabettertimetomakeagoodgoatthis.Ireallylovethefactthatyou’vehighlightedthatpointsoeloquentlyGlen,there’sopportunityinabundance.

GlenCarlson: YeahIreckon.

JesseGreen: Yeah,fantastic.Heymatelisten,we’regoingtowrapupinasecondbutbeforewedoIwantedtojusttouchonaslightlydifferentnotebecauseoneofthethingsthat…There’s2questionsI’dliketojustroundoutwithtoday.Thefirstoneis,thequestionIliketoaskalotofpeopleandmovingawayfromtheclichésbutwhoarethepeoplewhoinfluenceyoumost?Whoarethepeoplethatyoukindoflooktoandgowowthat’ssomeonewhoI’dliketoemulateormodelorsomeonewhoreallykindofinspiresme?

GlenCarlson: It’shardwhenyouclichébecauseacoupleofthemare,it’sactuallynotRichard.Thefirstoneismydad.Mydad’snotanentrepreneur,mydadhasbeenanavyboyhiswholelife,retiredwhenhewas35.It’sactuallyaninterestingstory.Iwasabout2or3yearsold,mydadwasashipwrightinthenavy,hebuiltboats.Retired...Sorry,wenttomynana,mymum’smumandsaidsomething’smissinginmylife.He’slikeit’snotmyfamily,Gloria,mymum,that’sallgoodandGlenisgreat,Iwasthislittlefellowrunningaroundbuthesaidsomething’smissing.Mynanawhoisnowthe98yearoldinthehome,quick…assharpasatackbackthensaidtohimwellifyouwereonyourdeathbedlookingbackatalonglifewelllivedbuttherewasonebigregretwhatwoulditbe?

TheresponsemynanaIrememberhertellingmewassoclearwhenhejustsaidsailaroundtheworld.Itkindofjustfelloutofhismouthlikethat.Nanasaidsomethingto



theeffectofwellwhatwouldyoudoifyouweren’tafraid?Thatwasabitlikearedsheettoabullanddadretiredfromthenavy,builtourboat,a40footsloopcalledYaraandoo2whichisaboriginalforSouthernCrossandwesailedaroundtheworldfor7years.BythetimeIwas46,not46,bythetimeIwas14I’dbeento46differentcountriesjustdad,mymumandIonaboat.Sincethenmydadhasreallyonlyeverdonewhathe’sonthisplanettodo.He’satraveler,he’sasailor,he’sacaptain,he’sacook.He’snowgothisowncatamaran;he’ssailingthroughthePhilippinesandMicronesiaandkindofjustcontinuinghisodysseyofexploringtheworldbysea.

Heworkshardbutliterallyjustdoesn’ttakeshitfromanybodyandsohe’salwaysabitofamentor,notfromtheperspectiveofentrepreneurshipbecausehedoesn’treallyhavetoomuchtooffermefromthatperspectivebutfromtheperspectiveofjustgettingitdone.

JesseGreen: Yeah.

GlenCarlson: Toadegreeacoupleofbiglessonshavecomefromdad.Isthat,dadwhenhe’sonaboatdad’sworkingallthetimebecauseboatsareconstantlybreaking.Idon’thavethesame,welldespitegrowingupinoneIdon’thavethesamerelationshiptoboatsthathedoes.Becausehe’salwaysgothisheaddowninabilgeandplayingwiththeengineandhe’sgotcutsandbruisesandallthesekindofshit.I’mlikedadwhydoyoudoit?You’rekindofconstantlyfixingalltheseproblems.HesaysIlovefixingtheproblems,that’swhatIactuallyloveaboutit.

JesseGreen: Yeah.

GlenCarlson: Ithitme,I’mlikewow,becauseformebusinesshadalwaysbeenastruggleuntilIfoundabusinesswhereIactuallyenjoyedsolvingtheproblemsthatthatparticulartypeofbusinesswascreatingforme.ThatwaswhereIfeltareallypowerfulaffinitytomydadandsosomeoftheadviceI’vegiventomyselfandalsotootherpeopleisfindabusinesswhereyoulovesolvingthosetypeofproblems.Anotherthinghesaidwhichisyou’vejustgottosailwiththewindyou’vegot.

JesseGreen: Nice.That’scool.

GlenCarlson: That’scool,isn’tit?It’sprettyprofound,I’mlikeholyshitdad,Icantotallyusethisshitinapodcast.It’strue,wecan’tcontrolthemarket,wecan’tcontrolwhatotherdentistsaredoing,wecanonlysailthewindwe’vegotandIthinkit’sthepeoplethatreallylearntosailtheirownwindandbuildtheirownbrandandbecomeknownforthethingthattheylovethataregoingtodothemostoutofit.I’vealso…SteveJobshadahugeimpactonmewithhisStanfordaddress.

JesseGreen: Yes.

GlenCarlson: Ifyou’relisteningandyouhaven’twatcheditmaybeJessewilllinkitupinthenotesorsomethingbutifyouhaven’tseenthataddress…Iwaswatchingthatafterabout12monthsofbeingdepressed,notclinically,I’venevergoneandseensomeonebutI’dbecomequiteintroverted,Ipulledawayfromalotofmyfriends,Ididn’tleavethehouseverymuch.IwasveryunhappyinLondonafterawhile.Iwasabitlost,thewaythebusinesshadgrownupIfeltdisconnectedfromit.ThiswaswellbeforeKPIanditwasthat,itwasinthatconversationwhenhesaidhelookshimselfinthemirroreverydayandsaysI’mIlookingforwardtowhatI’vegottodotoday?Iftheanswerisnotoo



manydaysinarowdosomethingradicallydifferent.

That’s…ThatwasoneofthemajorcatalystsforwhatbecamethejourneytowardsusbuildingKeyPersonofInfluence.There’sbeenafewotherelementswherethingsthatSteveJobshassaidhastriggeredafundamentalshiftinmybehaviorthathasgoneontochangemylife.I’dsaythe2peoplethathaveprobablyhadareallymeasurable,tangibleimpactonmeandthewaythatIthinkwouldbemydadandSteveJobs.

JesseGreen: Mate,they’re2reallycooldudes.Ireallylovedtheanalogyofyourdadwithsailingwiththewindyou’vegot,that’sfantastic.SteveJob’sStanfordaddressIthinkisjustmandatorylisteningforanyone.

GlenCarlson: Iagree,agreed.

JesseGreen: OnthatspeechIalsoreallylikethewayhesaysyoucan’tconnectthedotsforward,youcanonlyconnectthemlookingback.Againformethatwasjustabitofaprofoundshiftaswellbecauseyoudon’tknowwhat’saheadsoasyousaysailthewindyou’vegot.Thankssomuchforjoiningus,I’dreallyliketojustwrapupwith3actionabletips.AnyonelisteningtodayIwanttomakesuretheyleavewithsomestufftodo,it’snotjustanentertainingkindofpodcast,great,reallyenjoyedlisteningtoGlen.WhatI’dliketodoisifthere’s3bitsofadviceyoucouldgivetodentistsaround,juststep1,step2,step3or3keythoughtswhatwouldtheybe?

GlenCarlson: Againthissoundsselfservingbutwe’veputallofourbestthinkingintothis.Itcostsyounothing;IwouldgotoDent.Global/scorecard.Wehaveproducedabenchmarkingtool,it’llaskyou40questions,it’llbenchmarkyourabilitytoinfluenceagainst5verypredictablemeasurables.Yourpitch,publishedcontent,capacityaroundproducts,cutthrougharoundprofileandcompatibilityaroundpartnerships.It’llspitoutacustomized30pagedreport.Dependingonhowyourankit’llautomaticallypopulateauniquereportforyou.

That’llshowyouwhereyou’restrong,it’llshowyouwhereyou’reweak.WhenIsaidatthestartIdon’tfocusonoperations,allIfocuson,myjobistospendmytimepitching,makingsurethatwe’republishinggreatcontentasanorganization,creatingbetterproducts,raisingmyprofileandtheprofileofmyorganizationandthoseproductsanddoingjointventuresandpartnerships.Anythingelseisnotaneffectiveuseofmytimeasaleaderandsobydoingthatscorecardwillgiveyouafoundationalbenchmarkforwhatarethefalsemultipliers,whataretheweakestelementsthatyoushoulddevelopfirst.Becausequiteliterallyjustmovinganyoneofthoseleversacoupleofpointswillstarttohaveadramaticimpact.

Ifyou’realreadygeneratinghundredsofthousandsormillionsinrevenueafewsubtleshiftscouldveryquicklyequatetohundredsofthousandsofdollarsofincreasedprofitwithoutanyextratime,energyorefforttoalargedegreeifyouputthisstuffinplace.Thishasbeenrefinedoverthelast5yearsofusworkingwiththousandsofclientsandinterviewingtensofthousandsmoreacross55differentindustries,Australia,theUK,USA.Itdoesn’tmatterwhetherit’sAsiaortheUSmarketortheconservativeEnglishgrouporusbunchoflarrikinsdownhereinAustralia.Iwouldsaythatwouldbestep1.

JesseGreen: Yeah.



GlenCarlson: Step2withinthatistoreallystartthinkingabouthowtodelivervaluewithoutyou.It’snotaboutyou,you’vegottomakethisnotaboutyou.Evenwhenit’saboutyourpersonalbranditcan’tbeaboutyou.JamieOliverhasaubiquitouspersonalbrandbuthedoesn’tcomeacrossasthissortofshamelessselfpromoterbecauseit’sfocusedonthemessagewhichiscleanhealthyfoodorhiscausewhichiscleanhealthyfoodforkids.Iwouldencourageyoutositdownandgoifyoucouldbeknownforsomethingthathadnothingtodowithmoney,thathadnothingtodowithyourproductorservicewhatwouldthatbeandreallystartexploringhowtousethatessenceasawaytoenlivenandtoanimateyourbusiness,yourproducts,yourservicesandyourbrandandbythewaythattestwillhelpyoukindofintegratethat.

Probablythefinalthingisthatifpeoplehaven’tgottheKeyPersonofInfluencebooktogohaveareadofthat.Thebeautyofthisbook,thisscorecardandthese5principlesisitreallyforcesyoutothinkoutsideyourbusinessontothemultipliersthatwillgetyouincreasedproductvalueandprofitabilitythatdoesn’trequireyourtimethatwillhelpyoudifferentiateyourselffromthemarketinahighlycompetitivespaceandthatwillverymuchhelpyoubecomeoversubscribed.You’vegotalotofinboundopportunitynotjustclientsbutpotentiallytoptalentandteamandinvestorsandpartnersandpotentialopportunitiesforrollups,allthesesortsofthings.

TheotherthingthatI’mdoingisthispodcastwhichI’dlovetohaveyouonmatebecauseyou’veachievedaremarkablething…

JesseGreen: Thankyoumate.

GlenCarlson: WithyourownbusinessandthissortofmethodovertheyearsandsomateI’dlovetohaveyouon.CheckoutDent.Global/podcastandgiveitacoupleofmonthsandyou’llhearmetalkingtoJessewhereI’mpullinghimapart.

JesseGreen: Soundsgood.Mate,listenIjustwanttosaythankyouonbehalfofthewholeaudienceforcomingontheprogramtodaymate.You’vedroppedlotsandlotsofvaluethroughoutthewholeshowandIreallycan’tthankyouenoughmate.It’sbeenfantastic.AsalwaysGlenyouarethemasterofinsightandIlovethewayyoucutthroughtogettotheessenceofeverythingthat’shappeningthere.Thanksmate,you’vebeenverygenerouswithyourtimeandIreallyappreciateit.

GlenCarlson: Mate,IgladyoudugitandjustfinallyifanyonewantstoreachouttomeaswellhitmeupDent.Global/Glen,hitmeuponTwitterorFacebook,onInstagram,anyofthosethings.I’dlovetosayhi,I’dlovetohelp,lovetounderstandyourjourneyandmatethanksagainforhavingmeJesse,beenapleasure.

JesseGreen: Absolutelymypleasuremate,thankyouforcomingontheshow.Talktoyousoonmate,cheers.