​​​Dr. Aaron Nicholas is the founder of Monday Morning Dentistry, a continuing education company focused on delivering immediately implementable clinical training for dental professionals. After growing frustrated with dental efficiency seminars and profitability programs that lacked actionable steps, Dr. Nicholas launched his company in 2014 with a clear mission: offer training that dentists can take back to their offices and put into practice on Monday morning. With over 35 years of practice experience since 1988, he has developed systematic approaches to procedures like molar root canals, extractions, and general practice efficiency. Through his signature “One Hour Molar Root Canal Buildup and Crown Course” and other programs, Dr. Nicholas has helped nearly 1,000 doctors build clinical confidence while working with existing equipment rather than requiring expensive technology investments.

Here’s a glimpse of what you’ll learn:

• [01:56] Dr. Nicholas introduces himself and his mission to create actionable dental education
• [02:29] The origin story of Monday Morning Dentistry and why he started teaching molar root canals
• [04:34] How the “one hour” system works with proper assistant support and delegation
• [05:23] The intimate 15:1 doctor-to-student ratio that allows for personalized hands-on learning
• [07:08] Why he believes in giving dentists “the answers to the test” rather than making them figure it out
• [09:02] His efficiency-focused approach using existing office equipment rather than expensive technology
• [12:38] Expanding beyond root canals to include extraction courses and the 90-day clinical accelerator
• [15:33] The return on investment challenge where doctors typically pay for the course within 7-10 days
• [17:03] Success story of a young associate who went from struggling to having assistants want to work with her again
• [21:10] The golden nugget: actually timing yourself and recording procedures to identify inefficiencies

In this episode…

Feeling overwhelmed by clinical procedures that seem to take forever, or watching profitable cases walk out the door to specialists? Many dentists struggle with clinical confidence, especially with procedures like molar root canals, leading them to refer out work that could be keeping revenue in-house. What if the key to clinical efficiency isn’t expensive technology or lengthy courses, but simply having proven systems that work with your existing equipment?

According to Dr. Aaron Nicholas, founder of Monday Morning Dentistry, the solution lies in “cutting through the fluff” and providing dentists with systematic approaches that have been proven to work. His philosophy centers on giving doctors “the answers to the test” rather than forcing them to figure everything out through trial and error. With over 35 years of practice experience, Dr. Nicholas has developed efficient systems that allow doctors to complete procedures like molar root canals, buildups, and crowns in just one hour of doctor time when properly supported by trained assistants. His approach focuses on protecting clinical confidence while building skills, recognizing that repeated failures with procedures often lead dentists to abandon them entirely, costing practices significant revenue over time.

In this episode of The Marketing32 Show, host Brett Allen interviews Dr. Aaron Nicholas about transforming clinical efficiency through practical education. They explore how Monday Morning Dentistry differs from traditional CE programs, the importance of working with existing office equipment rather than requiring major technology investments, and Dr. Nicholas’s systematic approach to procedures that has helped nearly 1,000 doctors increase their clinical confidence. Dr. Nicholas also shares success stories from his programs and reveals his most powerful tip for improving practice efficiency: the often-overlooked practice of timing and recording yourself to identify workflow inefficiencies.

Resources mentioned in this episode:

• Brett Allen on LinkedIn
• Marketing32 – Performance-based dental marketing with a growth guarantee
• Dr. Aaron Nicholas on LinkedIn
• Monday Morning Dentistry – Clinical education and training programs
• AGD PACE Provider – Academy of General Dentistry continuing education credits
• Dental Success Network – Dr. Nicholas mentions coaching with this group
• Plan Forward episode – Previous episode with Megan Lohman mentioned
• Dr. Aaron Nicholas Direct Contact – 410-207-3527 for text messages

Quotable Moments

• “I’m very much about efficiency. And both efficiency in the learning process and in the doing… I’m not going to have a three-day course where really there’s like a day and a half worth of material.”
• “I want the technology to pay for itself and I want it to really be necessary versus just nice… I’ve been in a whole lot of offices where the microscope’s sitting in the corner collecting dust.”
• “A lot of times people start to do root canal therapy and they get blocked out a few times, they break some instruments and that gets really frustrating… there’s a whole concept about protecting your confidence as you’re going through and learning.”
• “A lot of times docs take courses and they don’t implement and I want to stop that… They all get my email address. They all get my actual phone number.”
• “Every experienced practitioner has a system that they go through to do whatever, whether it’s a root canal or a crown or extraction… What I’m trying to do is give them the answers to the test so they at least have one set of answers that works.”

Action Steps

1. Start timing yourself on common procedures to identify inefficiencies and establish baseline metrics for scheduling and productivity improvements
2. Record yourself performing procedures (especially hygiene exams and treatment presentations) to identify workflow issues and communication patterns you may not realize you have
3. Implement systematic approaches to procedures rather than relying on “what works in your hands” – seek proven methods that can be consistently replicated
4. Train your assistants on essential skills like rubber dam placement, temporary making, and scanning to maximize doctor time efficiency
5. Write out your complete process for each procedure, noting how many times you enter and exit the operatory, to identify opportunities for workflow consolidation

Sponsor for this episode…

This episode is brought to you by Marketing 32, the only dental marketing agency with the Practice Impact Formula™ for predictable growth without financial risk.

With a focus on new patient generation, addressing missed opportunities, and expert scheduling, Marketing 32 has helped over 170 practices in the US, Canada, and Australia. Grow in 30 days, or you don’t pay — it’s that simple.

To learn more, visit marketing32.com and schedule a 15-minute discovery call. If you’re a visionary practice ready for impact, Marketing 32 is ready to help you grow!

Episode Transcript:

Brett Allen (00:06)
Hi, Brett Allen here, host of the Marketing32 show where I connect with leading dentists, dental influencers, the movers and shakers in the industry to help you guys uncover the latest and greatest and newest strategies and insights around growing your practice and growing yourself as a clinician and practice owner. This episode today is always brought to you by our team here at Marketing32. We are the only dental marketing team that I know of that is truly invested in your growth. We have a performance guarantee, so if you’re not growing,

We’re not getting paid. We try to find those practices that we know we can hit it out of the park and crush it and we can have a great partnership together. So if you’re interested in working with us, need help growing, head over to market32.com, set up a call and let’s have a conversation. Quick shout out to Megan Lohman. ⁓ She’s a co-founder at planforward.io. They are a software and team.

built to help you guys grow your membership plans in your practice. If you guys have a membership plan or don’t, check out that episode. It’s definitely worth your listening. ⁓ But let’s jump into today. Super excited to have a new guest on, Dr. Aaron Nicholas. After attending countless events, conferences, and courses, Dr. Nicholas grew tired of dental efficiency seminars and profitability programs that simply lacked actionable steps for success.

He always said if you were ever to do anything educational like that, it has got to be easily implementable. In 2014, Dr. Nicholas started Monday morning dentistry to that end. He’s created programs out of his own best practices and experience. His goal is to offer continuing education, specializing in training that can be taken back to the office and put into practice immediately, i.e. Monday morning. Welcome to the show, Dr. Nicholas, excited to have you.

Aaron Nicholas (01:56)
Glad to be here. Thanks for having me on.

Brett Allen (01:58)
Yeah, this is going to be a fun conversation. I’m excited when we talk about improvement and making the practice better and advancing our skills. So you’re, you’re one of the first that I’ve had on the show to talk about CE and especially what you do. So I’m, I’m interested to go deeper with you.

Aaron Nicholas (02:17)
All right, now that sounds good.

Brett Allen (02:19)
Yeah,

so ⁓ tell us more about Monday Morning Dentistry and how you got into that and what you guys do and kind of the CE that you’ve created.

Aaron Nicholas (02:29)
Yeah, so it sort of started when I, uh, would talk to colleagues and they were telling me how they were, um, referring out their, their molar root canals. And I’ve, I’ve always done molar root canals because I did a scratch start back in 80s, 88. Um, so a long time ago and, I, I.

wasn’t terribly busy and I needed to keep the business in house and I had had a ⁓ one of my ⁓ Instructors in dental school. It said, know, don’t don’t get scared off by it It’s basically three one rooted teeth are hooked together though And so if you need three separate visits to do it take three separate visits and so that’s kind of that’s where I started and That’s back in the days when there was no rotary endo

And so that was all hand filing. so did that and then came along through all the rotaries and all the things that came along with that. And then the reciprocation. ⁓ And so just sort of learned along the way, took a bunch of endo courses. ⁓

Brett Allen (03:12)
Well…

Aaron Nicholas (03:24)
And, ⁓ you know, with me, a lot of times it’s a matter of I’m very much, like, let’s get rid of the fluff. Let’s figure out what we really need to do and let’s go do that thing. And so with a lot of these, there was a lot of fluff and I’m like, yeah, I don’t need that. I don’t need that. And to drive straight down the middle is like this. And then I would talk to my friends who were sending those root canals out. like, it’s not that hard guys. Let’s, you know, let’s figure it out.

And I eventually made and we were talking about this before the show. made a DVD instructional video, is how long ago it was. And then that turned into a thumb drive. And then somebody yelled at me because they had to wait for the thumb drive to come. So we’re like, okay, we’re to do streaming. We’re going to download. And then someone said, when’s the hands on course? And I was like, ⁓

Brett Allen (03:54)
Yeah.

Online, yeah.

Aaron Nicholas (04:06)
Give me six months. And that’s when that’s how the hands-on course got started. So we’ve been doing that for, for a while now. And it’s tick it’s technically the one hour motor route canal buildup and crown course, because we actually do those two procedures together and it actually takes less time that way than it does to do everything separate.

Brett Allen (04:24)
Interesting. So in one hour, they’re able to learn all that’s required to do extractions and root canals. Is that what you’re saying?

Aaron Nicholas (04:34)
No,

no, no. So what we’re doing is in an hour of doctor time, you can do the Rue Canal build up and crown. Okay. An hour of doctor time, but that also assumes that you have good support from your assistants, which means that your assistant needs to know how to put a rubber dam on. Okay. And that your assistant knows how to make it temporary. Your assistant knows how to scan. Okay. But it’s an hour of the doctor time, which is the most expensive time in the office.

Brett Allen (04:41)
Okay

Got it.

Got it.

That’s awesome. Yeah, that’s pretty impressive. So you’ve developed online training, you’ve got courses online, you’ve also got in-person events. Yeah, tell us more about what’s involved at those events. How many people typically come to those? Do you get really ⁓ intimate access to what it is you’re working on?

Aaron Nicholas (05:23)
Yeah. So we’re, we’re a pace provider with AGD. I always say it wrong, but whatever that is, ⁓ you get CE credits from AGD and they want a 15 to one doctor to student ratio. Okay. So pretty small group. ⁓ and there’s, there’s a thing that we all do where I can say one thing and because of your experience and your training and what you’ve done already, it runs through the filter in your mind and it comes out in your hands as almost the exact same thing as what you were doing before.

Brett Allen (05:36)
Okay.

Aaron Nicholas (05:51)
Even if I show you videos, even if you know, we do all those different things. So the nice thing about a hands-on course is it’s like, okay, so you’re going to crank through to the point where you’re to go, this doesn’t make sense. This is what I would normally do. This is the thing you want me to do, but it doesn’t seem to be working here. Show me what the difference is. And so then I can actually go, okay, here, take a look, watch this. I’ve, I’ve shot videos to kind of show this, but there’s nothing like hands-on right there and ask the 15 other questions that you have that I can’t anticipate because I’m not you.

and I don’t have your same experiences, but that way it lets them clarify all that. So, um, at the end of the day, they’re leaving with a system that works for them. Um, the other thing too, in dentistry, a lot of times we say it’s the art and the science of dentistry. And I’m like, I’m a hundred percent.

And at the same time, every experienced practitioner has a system that they go through to do a whatever, whether it’s a root canal or a crown or extraction. ⁓ and what we do with our young docs is we, teach them what to do, but we don’t really teach them how to do it. And we say, there’s all these different things. What works in your hands, which is an expression that just makes me crazy. And every dentist uses. It’s like, how about if we teach you a way that actually works because it works in my hands and your hands are the same as my hands.

Brett Allen (06:58)
you

Aaron Nicholas (07:08)
have five fingers hopefully and you know two eyes and we can see whatever we can see and so you should be able to replicate what I’m doing. So if I give you a system that works then you know you have something that works and if you want to deviate from that you can if you like something better you know because everybody practices a little bit differently and that’s that’s fine. But that way it’s kind of like there’s a test we know the answer to the test.

We’re trying to get people up to speed so they have the answers to the test as quickly as possible. Why don’t we just give them the answers? Why make them figure it out on their own? That just has never made any sense to me. So what I’m trying to do is give them the answers to the test so they at least have one set of answers that works. And then if they want to adjust from there, then that’s fine. Do what feels good to you.

Brett Allen (07:56)
Got it. Got it. That’s pretty cool. We were talking before the show that you’ve helped now over thousand doctors through your programs, specifically with the one hour root canal course, right?

Aaron Nicholas (08:05)
We think we’re gonna…

We think we’re going to cross a thousand docs this year. We’re on track to cross a thousand docs this year. And most of those are the root canal course, because that’s all we had for the first, how many years it was. And then recently we added the, hands-on extraction course. And a few years ago, we added the online, the 90 day clinical accelerated course, which is an online clinical coaching course. So between all of those, we should cross a thousand docs this year, but the majority for sure are the, the root canal development ground course.

Brett Allen (08:38)
That’s so cool. Now you’re different than a lot of other CEs. Can you go into what makes you guys different? Is it specifically that you’re like hands-on and it’s not just, we’re going to go to this seminar in the Bahamas and watch some PowerPoints? Is it just that or is it… How are you different than other ⁓ programs that are out there?

Aaron Nicholas (09:02)
Yeah, I’m very much about ⁓ efficiency.

And both efficiency in the learning process and in the doing so, you know i’m not going to have a three-day course where really there’s like a day and half worth of material whatever and and we’re stretching out we’re typically because we know the docs that are going to be coming to our courses are tend to either going to be young docs who are working as an associate someplace or young docs who are starting to practice and neither one of these people gets to gets to make the call with like super expensive equipment So it’s usually stuff that you’re going to have in your office

office

already. ⁓ So the CBCT is becoming much, much more ⁓ common, which is great. So that’s an extra tool that they have. But most offices, unless you’ve decided you’re going to practice in that way, are not going to have like a microscope. OK, so what do we really need? Do we really need a microscope or a loop’s going to be good enough? What can we do with what we have?

Brett Allen (09:36)
Okay.

Aaron Nicholas (09:58)
Or sometimes I’ll get an owner doc and I’ll say, I want my associates to start doing root canals. What do we need to buy? How much investment am I going to need to make this happen? And I’m like, probably less than $5,000.

You know, which is a very doable. No, as opposed to, I’m going to go, well, you’re going to need a CBCT and that’s how many dollars and then you’re going to need a microscope and that’s going to be how many dollars, but you can do a lot with the, with the things that you’re going to commonly find in an office and have not a lot of investment to get this started and to get this rolling. So I’m, I’m very much, I’m not anti someone said to me, I was anti technology. I’m not anti technology.

Brett Allen (10:11)
Yeah.

Aaron Nicholas (10:33)
but I want the technology to pay for itself and I want it to really be necessary versus just nice. And if you…

Brett Allen (10:40)
Yeah, just a shiny thing in the office

that you talk about.

Aaron Nicholas (10:43)
Well, and if you like that, if you want to practice the microscope, I think that’s great. But I’ve been in a whole lot of offices where the microscope’s sitting in the corner collecting dust and they’re like, it’s just too much effort to like get it set up and go through the whole process. And so it ends up being on the side. Same thing with lasers, same thing with, you know, if you make the commitment to the technology, that’s cool. And it works out. Most younger practitioners are not going to have that access. So what can we do with what they actually have and can actually work with that’s going to make them successful.

big part of it too because a lot of times people start to do root canal therapy and they get blocked out a few times they break some instruments and that gets really frustrating and then they end up having to refer those people down the road to the specialist and they go you know I’m just not doing root canals anymore it’s just not worth it

And so for however many years, they don’t do root canals. And there’s a whole concept about protecting your confidence as you’re going through and learning. And if we can show them a method that works that allows them to protect their confidence and move forward, that’s gonna be a better overall experience for them and a better overall career ⁓ experience for them as they’re moving forward.

Brett Allen (11:50)
That’s awesome, that’s way cool. Are there other disciplines and other skills that you’re beyond just root canals and other CE and things that you’re doing? Or is it specific to that?

Aaron Nicholas (12:01)
Sure.

Well, that’s where we started. Um, I, I do coaching with the, the dental success, um, uh, group. so what I found out pretty quickly was a lot of the, I’m talking to a lot of owner docs and they have associates and you know, they want their associates to pick up things they’re not doing. So mobile root canal is a big one there, but also like when they’re not in the office, if there’s an emergency that needs an extraction, they don’t want that going down the road either. And so eventually I wanted to do a hands-on extraction course, but I wanted to do it in the United

States and not in like Costa Rica or the Dominican or something.

Brett Allen (12:36)
More accessible, yeah.

Aaron Nicholas (12:38)
way more accessible. recently we were able to add that. So that’s been, that’s been really great. And then the other conversation I have a lot is, ⁓ you know, you have owner docs and you have associates and they decide, okay, every Thursday we’re going to meet and we’re going to discuss cases and talk about how things are going and you know, et cetera, et cetera. And that works for the first however many weeks. And then at some point, you know, someone’s got to pick up the car or the kids or the whatever, and they can’t, and then it all kind of falls apart at the end of the year.

The owner doc’s frustrated because the associates not producing any more than they were when they came in or marginally more. And the associate doc is a little frustrated because, you know, they were promised some mentorship and some help at getting, getting moving. And so, and then it all kind of falls apart. And I was kind of having these conversations on both sides and I went.

I can help. I’ve been the guy on both sides of this conversation. I know what needs to happen here. ⁓ And that’s when we put together the 90 day clinical accelerator, which is basically we’re meeting, it’s online, it’s completely online. And we go through, you know, how do you go through your procedures? How do you do a crown? How do you do ⁓ class two composites, which is the bane of everybody’s existence in a way that’s efficient? How do we deal with the anesthesia to make sure that we’re not numbing and waiting and numbing and waiting and numbing? You know, it’s like one of the great

just

time sucks and dentistry is waiting for anesthetic. ⁓

How do we work with an assistant for a doc that’s never worked with an assistant before? How do you train them if you’ve never trained an assistant? The assistants come at a certain level. Can we do more with the assistants we have? And so we go through those sorts of things. ⁓ I’m just trying to think about what we talked about recently. How do you get in and out of a hygiene exam and not have it take 15 minutes, connect with the patient, present the treatment, get case acceptance, and get back to what you were doing? How do you check three

Brett Allen (14:29)
Yeah.

Aaron Nicholas (14:30)
chairs of hygiene if you’re the only doc in the office and make that work and still get your work done. there’s a lot of things that as experienced docs we know exactly what we’re doing but as docs that are only two, three, four years you know whether you’re an owner or an associate a lot of times they don’t know. We’ve had docs come through that that

Brett Allen (14:41)
Newer associates, yeah.

Aaron Nicholas (14:50)
course that have been out for 12 years, but they’ve been in public health for 12 years. And they know now wanting to go into private practice, they know that things have to change. They can’t operate the way that they were operating in public health. And so they go through and like, getting ready. I want to go through this. And then they got out into, ⁓ into a private practice and they, they did great because they were, they were ready and they, kind of knew where to go.

Brett Allen (15:15)
Well, that’s awesome. Sounds like you cover quite a bit. Do you have ⁓ like success stories or some cool things that demonstrate the impact that you’ve had with these different programs? Are there any stories that come to mind where it’s like, man, this is really cool. I’m really proud of this.

Aaron Nicholas (15:33)
Yeah, so ⁓ a couple of different things. ⁓ Within the one hour MOLA Rukan Abelikman Crown Course, we run a return on investment challenge. And the idea is that ⁓ because we’ve tracked our students, we know that if you’re any much in the way of Rukan out there, if you’re doing anteriors, because this is specifically a MOLA course, but same principles apply.

but we know if you’re doing any root canal therapy already that within seven to 10 business days, you will do enough more root canal therapy to pay for the course, which usually means like two to three depending on your, ⁓ depending on your, your, your fee schedule. But, so, and the deal is you send me a picture of that root canal and you tell me that you did it. And then we will send you a gift to, ⁓ you know, to commemorate that you’re doing this. ⁓ and then for me, it’s part

Brett Allen (16:06)
that’s cool.

that’s cool.

Aaron Nicholas (16:26)
because I wanted to know what rules were and number two is a lot of times docs take courses and they don’t implement and I want to stop that

Brett Allen (16:28)
Yeah.

Yeah.

Aaron Nicholas (16:33)
And so they all get my email address. They all get my actual phone number and it’s like if you have a problem Text me send me pictures. Let’s talk even if it’s like three years down the road and all of sudden you start running into a problem I’ve had docs where things were working great for them and three years down the road They started having problems and they couldn’t figure it out and we talked through what was going on and they had changed file systems and the files changed to work differently than when they were using and they had to make some slight alterations in their in their process and then they were you know off to the races again, so

Brett Allen (16:54)
Hmm.

Aaron Nicholas (17:03)
So that was really cool. The other thing that we do is with the 90 day accelerator, we send a survey to the owner doc. If the owner doc is around and involved, we send a survey to the assistants that the doc works with.

because we all have an idea about how we work and then there’s the truth. ⁓ So we sent ⁓ the survey to the assistants and they will send us back a response. It’s completely anonymous so nobody gets in trouble. But we had this one doc and very young associate and not too sure of herself. And some of the assistants were brutal. I mean, they were just brutal with her. And I saw her, she had a huge change in

Brett Allen (17:23)
Yeah.

Aaron Nicholas (17:48)
what

she was producing and her comfort during in practice. ⁓ and I saw her, I think the following year at an event and I’m like, so how’s it going? Like what’s going on? And, and the big thing was like her eyes lit up. She’s like, my gosh, I’m doing so much better. And they want to work with me again, you know? And cause the thing was, I don’t know if the assistants were like flat out telling her, but it was, she really picked up on the fact they weren’t really happy to work with her. And you know, that’s kind of demoralizing for someone that’s going on a career. She’s like, they actually.

Brett Allen (18:15)
Yeah.

Aaron Nicholas (18:18)
want to work with me again. And, you know, she went through the whole process and then her owner doc had sent me the numbers of what her improvements were. And that was just, that was so cool. I got to tell you the, her face lighting up and her saying they want to work with me again, it was worth as much to me as the increase in percentage. was just like, you know, I got into this because I remember how hard it was starting out right out of school and I was trying to help some other folks out. And that like speaks directly to that motivation for me. So that was, that was really cool.

Brett Allen (18:35)
That’s cool.

That’s awesome, yeah. I’m all about the impact that we have. A big part of what we do at Marketing32 is seeing the growth and proving the growth. We’re not just one of those marketing companies out there that just, you know, you start paying them the monthly fee and you don’t know what they’re doing, you don’t know what results are coming from it. We really get involved and integrated with our practice so we can see, okay, here’s the marketing we’re spending, here’s the production that’s generated. ⁓

And I love that you track ⁓ that you have that impact within a first week or two. Ours is 30 days. We try to get that positive ROI within the first month, which is why we have that performance guarantee that, hey, if there’s ever a month where we’re not helping you grow, let us know. We want to know about it. ⁓ And we won’t charge you. We’ll keep working at no cost until we can demonstrate that growth.

Aaron Nicholas (19:38)
That’s

that that I was to say that’s really cool because I’ve paid for a lot of marketing over the years remember I’ve been in practice since since 88 and at first was mailers and it was in this before online at all remember there’s no internet at that point and it was always from marketing come it’s like well you gotta let it run for three or four months to happen and I went through so many companies first just like it wasn’t it wasn’t working I would have I would have killed for that that guarantee in the day let me tell you

Brett Allen (19:46)
Yeah.

Yeah. Yeah.

Well, and there’s a lot that, you know, claim that, well, there’s, you gotta let it run because awareness, like, especially if you’re doing like mailers, we don’t do mailers by the way, but ⁓ yeah, there is, there is truth to that. There is longer term marketing, but there’s also shorter term games you can get from existing patients and marketing to them.

There’s also things you can do with immediate impact with ads nowadays. We could spin up ads and get them launched quickly. We have a lot of data that’s proven across different markets so we know what’s gonna work and we just copy paste that into your ad platform. And then we iterate and optimize based on spend. But yeah, this has been a really cool conversation. ⁓ Like I said, you’re the first person that I’ve talked to about CE on the show.

I always close with what’s one big domino like if we could just help docs push this one domino over it would knock over all these other dominoes have this ripple effect for their practice. What’s that one tip or one piece of advice that you could share for that?

Aaron Nicholas (21:10)
So the thing that I know will work, but that most people won’t do.

is to actually sit down and time yourself. Actually get a, you can get your phone these days, you know, and just look at how long does it take me to do X? ⁓ And if we’re talking about hygiene, it’s like take your phone, put it behind the patient, front facing, video on, and video yourself doing a hygiene exam. Then watch yourself. ⁓ It’s really painful, but it will just, it just is. But you will see things that you had no idea about. We did this

exercise with some of our 90 accelerator docs and the one doc looked at it and she’s like you know I remember that patient I remember what I was thinking I remember what was going through my head and looking at that video I don’t believe myself you know and it’s like

vet says something, you know, or the doc that was like, he’s presenting treatment and the patient just had an objection. And because he’s really nice guy, he just kept agreeing with her all the way through. And I’m like, dude, you’re too agreeable. Like there, you’re not going to get anywhere if we’re, if we keep doing that, you know, or you take a doc where it’s like, you know, ⁓ how long does it take you to actually like prep a crown? You know, and if you know that number, then if you have a patient in hygiene, they need a crown, you have a space in your schedule. They don’t have to come

Brett Allen (22:01)
Yeah.

Yeah.

Yeah.

Aaron Nicholas (22:29)
and go, Hey, doc, do we, can we do this crown? They know that number already. They know if you, you need 20 minutes to prep the crown and your assistant can make the temp and do the scan. If you’ve got 20 minutes free where you can numb the patient, get that 20 minutes, you can add that crown to the schedule and they never have to bother the doc.

Brett Allen (22:46)
Hmm.

Aaron Nicholas (22:47)
and it adds productivity to the day. ⁓ And so those things are just invaluable to know because they play out in so many different ways that you don’t see initially, but all of a sudden it makes things run a whole lot smoother.

Brett Allen (23:01)
Yeah, that’s cool. remember back, so I was a swimmer in college. ⁓ And one of the things that we did was we would film ourselves swimming. we could, cause we watched tons of videos of the best and we know what good form is, but when we see ourselves, it’s like, ⁓ I see where I’m not raising my elbow right or whatever. yeah, self-teaching is great. I love that tip. So put a video on and record it.

Aaron Nicholas (23:09)
Mm-hmm.

Yeah, or

yeah, I would say even along with that, it’s like right out your process, like every step that you do, how many times you come in and out of the operatory. Because sometimes once you do that, you realize I’m out of the operatory three times and I’m just prepping a crown. Like what’s going on? You know, it’s like I’m wasting so much time jumping up and getting back down, jumping up and getting back down. How can I rearrange my steps so that I get up one, you know, I sit down, I do my thing, I get up once and I’m out, you know, and then that.

Brett Allen (23:42)
Mm-hmm.

Aaron Nicholas (23:55)
cuts down a ton of time also. there’s, can just learn a whole lot by measuring and observing yourself. And we don’t think to do it. ⁓ and, sometimes we know to do it and then we don’t do it anyway, cause it’s painful. It just is.

Brett Allen (24:07)
Yeah,

we’ve got an AI call tracking dashboard we’ve built and sometimes we review calls with the front desk so they can hear themselves. And that’s super helpful. Obviously, no judgment, we’re not being critical. It’s just, hey, let’s do this as a practice exercise so we can improve things. We could have scheduled this patient, but we didn’t because of how we handled this call, right? Well, this has been awesome, Dr. Nicholas. Thank you so much for coming on the show, sharing about

Aaron Nicholas (24:15)
yeah.

Right.

Brett Allen (24:36)
Monday morning dentistry and what you guys do there. ⁓ What’s the best way for people to get in touch with you? Just send them to the website.

Aaron Nicholas (24:43)
Yeah, you can go to mondaymorningdentistry.com. You can send an email through there at info at mondaymorningdentistry.com. I’m gonna hand out my phone number because no one has abused it yet. You can send me a text 410-207-3527, 410-207-3527. And when people start abusing that, I’ll stop giving it out. it’s been five years and so far, no problems.

Brett Allen (24:56)
sweet.

Ha ha.

Well, great. Thank you so much for coming on the show. We’ll have all of that in the show notes for you guys. So don’t worry about writing it down if you’re listening to this while you’re driving. ⁓ You can head over to our website, marking32.com, and you can look up the episode with Dr. Aaron Nicholas. ⁓ mondaymorningdentistry.com. Head over there and check it out. Thank you again, Dr. Nicholas, for coming on the show.

Aaron Nicholas (25:30)
All right, thank you, Brett. It’s been fun.

Brett Allen (25:31)
Yeah, until next time you guys have a great day and we’ll see you next time on The Marketing 32 show.