From $250K to $2.1M — Full Arch Authority Framework | Full Arch Growth Podcast EP. 2

Spencer Walker

But what I did do is I, I’ve recently developed just like a week ago, Chelsea, I finally decided on my brand and I’m going to call it full arch authority. And I’ve got it all set up. I’m having my logo and color, like my brand guide put together. As soon as I get that, I’ll spin up my website and I’m going to start ⁓ posting content and stuff like that.

Chelsea Morrisey

good. Okay.

Spencer Walker

And ⁓ everything’s based off of my, what I used to call my, what I used to call the full arch framework. ⁓ and now I’m going to call it the full arch authority framework, but it’s, ⁓ and so this is something that we could talk about too, or another time if you don’t want to talk about it now, but it’s a five pillar framework and it’s like everything inside of my brand. I do is fits inside of these five pillars and, ⁓

Chelsea Morrisey

Mm-hmm. Okay.

Spencer Walker

it’s how to establish and scale a full arch practice or a high ticket practice.

Chelsea Morrisey

Yeah, I think we should do that. I think that’s probably going to come up periodically anyway, but I think at the end we should say when they work with you, what… what can they expect? And then you could go through your exact framework there. And that would be a cool, you could use the end of this podcast and run an ad with it at some point or use it on social, because you can use this content if you want to promote your own services. if we get that cleanly though, I think that would be a good tool for you to have in the future. ⁓

Spencer Walker

Mm-hmm. And well, and I know that. like it’s awkward to say like, ⁓ hey, I built and scaled dental implant machine and have it be like, promote, I don’t want to promote like a competitor.

Chelsea Morrisey

Yeah, I kept it vague. I didn’t even say their name.

Spencer Walker

So what I typically what I think is just like I helped establish and scale or I helped found and scale one of the nation’s largest dental implant marketing agencies. And then just leave it at that. And then I exited, you know, like, and so Spencer comes with a wealth of knowledge. He’s been in the space and, ⁓ you know, had a lot of respect for his experience as well. And ⁓

Chelsea Morrisey

Mm-hmm.

Spencer Walker

You know, we just love diving into this stuff and talk about he’s coaching and consulting doctors. You know, he learned from working with hundreds of doctors, like things that worked a framework that works and he’s been out coaching, consulting them. You know what mean?

Chelsea Morrisey

Yeah, I think I pretty much did that with my, you can let me know, but I’ll read.

Spencer Walker

Okay. I have a little bio that I have not sent to you, but I’ll send it to you.

Chelsea Morrisey

Yeah, yeah, send it to me. I can always re-record this intro if need be, but I think I did pretty good on the intro as far as what you’re just saying right there. So I’ll read it and you can let me know. And then otherwise, we’ll just go ahead and jump right in. All right, so I’m gonna try to read this in one good take here.

Spencer Walker

Okay, awesome.

Chelsea Morrisey

Okay, so I want to tell you why I’m genuinely excited about, let me start over and put this in front of me. Welcome everybody. I want to tell you why I’m genuinely excited about today’s guest because I’ve met a lot of people in this space who are really good at one thing, sales or marketing or ops. They go deep on that one thing and that’s their whole angle. Spencer is not that person. I honestly don’t think I’ve met anyone with more well-rounded ground level knowledge in the full arch space than Spencer. We’re talking marketing, case acceptance, operations, team building, vendor relationships, patient experience, and he’s not just theorizing about any of it. He helped build one of the largest dental implant specific marketing agencies I gotta start over, sorry.

Spencer Walker

Do you know how many times I’ve been in your shoes and done that?

Chelsea Morrisey

Yeah, I might just have to do these on my own and then introduce the guest. Okay, everyone. So want to tell you why I’m genuinely excited about today’s guests, because I’ve met a lot of people in this space who are really good at one thing, be that sales or marketing or ops, and they go deep on that one thing. And that’s their whole angle. Spencer is not that person. I honestly don’t think I’ve met anyone with more well rounded ground level knowledge of the Full Arch space than Spencer. We’re talking marketing, case acceptance, operations, team building, vendor relationships, patient experience, and he’s not just theorizing about any of it. He helped build one of the largest dental implants specific marketing and case acceptance organizations in the country at the time, and pioneered programs that have become industry standards. He spent over a decade in some of the most successful full arch practices in the nation. The only thing Spencer can’t do really is place the implant. And honestly, there isn’t a person I would credit more to my own knowledge in the space than him. What I love about Spencer is that he’s genuinely nice, a genuinely helpful human being, something I feel like we’re really running pretty low on these days. And today we’re getting into the real stuff! which is so fun. How to stand out when corporate centers are moving into your market. what What it actually takes to grow a full arch practice ⁓ what most successful practices are doing that doctors really just haven’t figured out yet. Spencer, I’m so glad you’re here. Welcome to the show.

Spencer Walker

Hey, thank you so much, Chelsea. It is such a pleasure to be here. And, ⁓ I, you’re just one of my favorite people out there too. Like, I just think you’re genuine and awesome. And, just so you know, too, I’ll say I almost became a dentist. I don’t know if you know that, but I was doing pre-dent. I shouted to dentist. He did a tooth extraction. I almost passed out and I tapped out. I was like, I’m not doing that. And so instead I went and did marketing for dentists and it came full circle.

Chelsea Morrisey

No, I don’t. That’s amazing. You learn something new every day. That’s awesome. So. I’m so excited for this conversation because I know you personally. And I meant that in my intro when I said that I haven’t learned more from anyone in this space than you. And that just continues to be the case day after day. I really genuinely appreciate your well-rounded knowledge. Like I said, I’ve never met anyone that can see the whole arch business as holistically as you can. And that’s one of the reasons why I love learning from you. And that’s one of the reasons why you’re so successful with practices, because I’ve always known this and I know you know this. ⁓ It’s It’s a whole system. It’s not any one ⁓ that someone can nail and be successful in full arch. So speaking of ⁓ 2.1 talk about Dr. Burns because you told me about this case study the other day. I I think it’s absolutely ⁓ Your journey with Dr. Burns in 2024, ⁓ did 250K in implant revenue, but couldn’t scale despite working with two former ⁓ In 2025, he did 2.5 million in implant revenue, specifically 2.1 ⁓ in implant revenue specifically. What did you find? What did you change? And specifically ⁓ Which of those changes unlocked the most impact for Dr. Burns?

Spencer Walker

Yeah, that’s a great question. And I mean, that’s wild. Eight times growth. And I want to actually add to that because it’s even crazier when you, when you know more of the backstory on Dr. Burns. Um, he did sign up with two different marketing agencies, only got three or four cases over about a year and a half. The problem that he was facing is that he’s in this little township in Northern Virginia of 3000 people. His dental office is in a town of 3000 people.

Chelsea Morrisey

Mm-hmm.

Spencer Walker

I mean, think about that’s wild! And the next nearest cities, he’s got one 45 minutes north and one 30 minutes south. And people rarely go from a higher population density location out to a country doctor, you know, out to the more rural area for services. They go into the city for services, not out of the city for services. So that’s what he was up against. And so everybody was running ads, all this stuff was happening and he just wasn’t being successful.

Chelsea Morrisey

Mm-hmm.

Spencer Walker

And, ⁓ if I had to say, I mean, again, just to your point, there is no one big magic lever that you pull. It’s multiple levers you pull to, ⁓ to make sure that when you’re doing full arch or high ticket, it’s a different ball game. And, ⁓ but if I did have to point to one thing that really unlocked it for him, it was building more authority in the marketplace. And so we really doubled down on, ⁓ looking at his brand and helping people. I mean, once he got them in the practice, they were good. Like they could, they had a really good team. They knew how to convert. He’s just really great with patients. His TC is phenomenal working with people. The problem was getting them to travel out to them. And so we had to, you know, where, you know, With Full Arch one of the things out there is it’s becoming more and more competitive. And so everybody’s out there running ads saying like, Hey, I do dental implants. Look at my before and afters. Look, I can do this kind of work. And it’s like, then they decide who they’re trying to, you know, inside of that city, like, who am going to pick inside of the city? There’s options, but, I’m going to go travel an hour out of the city or 45 minutes out of the city to go see somebody You know, when I have all these options locally, like we had to build a really good reason for them.

Chelsea Morrisey

Mm-hmm.

Spencer Walker

And so, ⁓ the, I’ll say Chelsea, and I’m just going to say this, like all that awesome stuff you said, I really appreciate it. The truth is like, I’m not a special person. I just had the privilege of peering into hundreds of offices and, like you’re, like you’re doing now, right? Like when you get to appear into hundreds of offices, you start to see patterns of things that work and things that aren’t working. And the ‘why’ is this person being successful versus that person. to learn

Chelsea Morrisey

Mm-hmm. Hmm. Mm-hmm.

Spencer Walker

⁓ those, those patterns. And, and so from that, I found a framework that works. And when you follow it’s great. Pillar three out of this framework is, ⁓ all about authority. It’s your brand authority. And, ⁓ and so some of the stuff that we were, that we did for Dr. Burns, this is kind of fun, just stuff that anybody can go and apply right now is, ⁓ first off is differentiation. why the heck would I choose you? Why that? Why would I travel 45 minutes, ⁓ minutes, or even, ⁓ I have clients where people fly in regularly to them. Why would I choose you? Why would I fly into you ⁓ versus just going to the person down the street from me? ⁓ the first thing there is your unique value proposition. Why, what makes different? You know? And so, and there’s a lot of ways to create that but, ⁓ something that

Chelsea Morrisey

Mm-hmm.

Spencer Walker

⁓ for anybody that’s listening, please, please, like, let’s just have a quick conversation about what is not a UVP or unique value proposition. So please don’t use this stuff. And this is what most people do use out there. Or if you hire somebody to throw up a website for you, this is usually what they’re writing on the website is like general platitudes. Right. And Chelsea, I know you’ve seen this, you, you deal with this a lot. You’re one of the best copywriters I know. So you understand this. You do a great job of helping people put unique value proposition in place. What ⁓ is not a good UVP is we really care a lot, you know, or we’ll treat you like family or ⁓ another one is state of the art equipment. We use state of the art equipment, you know, and people are like, like you’ll go and you’ll just be like, you know, we really care. We have state of the art equipment. Choose us. And the thing about that is the end user that patient, how did they assess how, like, if we think of it like, ⁓ like over here, you have, ⁓ the value of the money in their pocket, the way they perceive the value of the money, And over here, we have the value of the service or product that they’re buying. Right. And if we, like our goal here is to create it so that the value of

Chelsea Morrisey

Mm-hmm.

Spencer Walker

the value they’re perceiving of the product or service is much higher than the value of the money. That way they feel like they’re getting a deal. They feel like: ⁓ this is valuable to me. I want it. And they’re only asking this amount of money for that. ⁓ and we’ve all felt like that. We felt like we got a deal. We were like, man, this is so good. And then we all felt like we’ve gotten taken advantage of, or it’s overpriced. Why? Because the value of the money was here, but the value of that service or product was down here. And so the whole job of

Chelsea Morrisey

Okay. Yeah.

Spencer Walker

All that we’re doing here is to push this up and to do that better than anybody else out there. And if we can push that up value perception, I call it an authority score. We can push that ⁓ brand authority really high. Then, ⁓ then when you drop the dollar amount, they’re like, ⁓ this is a no brainer. And especially if they go into other consults, they’re going to compare and contrast you. And so our goal is to push that up. So.

Chelsea Morrisey

Mm-hmm.

Spencer Walker

How does a person assess we really care? Or “state of the art equipment”? What does state of the art equipment mean to that patient? How do they state of the art? That’s great. What does that even mean to me as a patient? Why do I care that you have state of the art equipment? Sounds expensive. Sounds like you’re just charging me a lot of money. Like, you know what I mean? As opposed to, uh, using words, but like not it’s not bad, but it’s just like, what do they really care about at the end? And so if you can come out with differentiation, that’s more along the lines of something that’s measurable facts, place this many implants, teaches other doctors how to do it has transformed this many smiles. Or ⁓ we really care, maybe you have one of those local voting things and You won the region, you you’re the number one voted dentist in your area. That’s a great way to show that people care because it’s not just you saying people care. You know, we really care. It’s like, actually, no, look at the proof that we care. You know, we have something to back it up or State of the art, like We use ⁓ what’s a great example of this, like take a any. ⁓

Chelsea Morrisey

Mm-hmm.

Spencer Walker

some sort of scan, you know, we use this technology, this state of the art technology because we are able to, because this technology helps us place the implants in the best place in your, in your jawbone that ensures it’s anchored stronger. It will, it should last longer. It’s more likely to not fail. Like, so our goal here is like a healthier, stronger implant. that lasts longer and the investment with us will go further than traditionally because of the state of the art equipment. Right. Or sometimes people use like that Yomi robot out there. I’m not selling the Yomi robot, but I’m saying like, if you were a user of the Yomi robot, you could say sometimes if somebody is free handing that thing, they might punch through and hit a nerve. The Yomi robot ensures that we will never punch through and hit that nerve. It’s the safest way.

Chelsea Morrisey

Okay.

Spencer Walker

We use the state of the art equipment that creates the safest way to accomplish that. And whether or not you use Yomi or not, I’m just saying these are ⁓ examples of ways that you can talk about your your state of the art equipment in a way that brings value to the patient. You know, so.

Chelsea Morrisey

Mm-hmm. Yeah, a simple trick that I use on the copywriting side, which maybe is helpful to the audience. ⁓ If I’m gonna talk about a piece of equipment, for example, I can say the Yomi robot is, know, places implants with 99 % accuracy X speed, which means, and that just saying which means in my copy, then, which means for you, ⁓ faster healing, less time in the chair.

Spencer Walker

you

Chelsea Morrisey

So the devil here isn’t the state of the art equipment. The devil is that we’re having a hard time translating this equipment into a language that the consumer can understand when they’re trying to piece together what’s in it for them and the value that this practice provides. So really the goal here with UVP is making sure that consumers understand it.

Spencer Walker

Yeah. And, and I’m going to share, I love that you summarize that so well. So, ⁓ here’s a favorite story of mine in the 1920s. There was this beer company called Schlitz beer, and you can go look it up. It kind of fizzled out. I don’t know what happened to them. Anyway, they, in the 1920s, they were like number eight in sales in the nation. They hired this marketer to come in and the marketer is like, how do you make beer? And they said, well, we take purified water. We. take the hops, we make the beer, right? And then the marketer’s like, well, how does your competition make beer? Well, they take purified water and the hops and they make the beer. And then the marketer’s like, well, nobody talks about it. And so he rolled out these campaigns. You can go look this up. He rolls out these campaigns where he’s like, the reason why Schlitz beer tastes so crisp and great is because of this purified water that they use to make it. Guess what? Everybody used purified water to make the beer, right? but nobody talked about it. He talked about it. Schlitz became number one for over a decade in sales and all based off of these campaigns. And so the beautiful thing, sometimes when we talk about differentiation is doctors feel ⁓ I’m not different. I’m not doing anything different. You know, I learned how to place implants… but one of the fastest and easiest things that you can do to differentiate yourself is follow the Schlitz example, come up ⁓ the doctor’s whatever your name is, you know, Dr. Morrissey here, the Morrissey protocol, the Morrissey method or something like that, right. And say, this is my unique way of placing implants and you put your name on it. And it doesn’t matter if the person down the street is following the same thing. uses similar stuff. You’re just putting a name on it. It’s your, it’s the way you’ve chosen to do it. So it’s your method, your model.

Chelsea Morrisey

Yeah.

Spencer Walker

This is belongs to you. Now this is the way that I’m going to do it. And then that’s a fast and easy way to differentiate. And nobody talks about that. So when you, when you start talking to a patient in marketing or, in a consult, you’re just saying, on a phone, can imagine they come in. I’m so glad you found us. I don’t know if you know this, but now Dr. Morrissey is so good at this. So fantastic. ⁓ patients love Dr. Morrissey. And look at ⁓ and I don’t know if you know that she’s actually developed her own ⁓ protocol. It’s called the Morrissey protocol. It’s her own unique way of doing these. And this is why her smiles look so good When she’s done. They’re healthy. They’re beautiful. I’m really glad you found us. Like that’s awesome. That’s such a facet. You can’t get the more you know, smile created with the Morrissey protocol or method down the street. It’s a fast

Chelsea Morrisey

Mm-hmm.

Spencer Walker

quick, easy differentiation. And it doesn’t matter if everybody else is doing it because you’re just putting, you’re just talking about it and nobody else is talking about it. Nobody else puts their name on it. So there’s a quick.

Chelsea Morrisey

going to, uh, some, sum this up Cause I think there’s a really, a lot of really good stuff in here that people can do that people who feel like they don’t have anything that really differentiates them that they can do tomorrow. Uh, number one, just with they’re talking about, say, uh, we’re, you know, a family feel office, maybe a better way is to show local rewards or show reviews where people show that they really like them and they treated them like family. Or if you care about your patients, maybe the best way is to talk about your aftercare program and why you do aftercare and the corporate centers don’t, for example. That is a way in which you care. It is tangible and patients can understand. Maybe for technology, instead of saying state of the art technology, which doesn’t mean anything, you can use technology and talk to patients about the technology you have and why that’s valuable to them in terms of chair time or healing times and maybe even why that technology has allowed you to do this procedure more affordably than it used to be able to be done. So what is in it really, which means? So if you don’t have to necessarily be an award-winning doctor who’s placed a million implants, but you do have to translate to patients the value of what you do and that value has to outweigh and outsize the price.

Spencer Walker

Mm-hmm. Mm-hmm.

Chelsea Morrisey

And if you can’t do that, you will struggle to sell. Did I sum that up pretty good?

Spencer Walker

the end. ⁓ yeah. Yeah. And then, and then on top of that, if you come along and you start capturing before and after photos, and smile reveals or testimonials in video, it is all of a sudden you now have, ⁓ you have differentiation, you sound and look unique and you have proof of performance to, back it up. including, ⁓ getting ratings and reviews online. And making sure that you are, are maximizing the quantity. If, if you only have 20 reviews and your competition has 200, then that’s going to hurt you. And so the goal is to back everything you’re up, you know, push that to ask everybody, invite everybody to leave you that rating or review. ⁓ so you can maximize that, but it’s a differentiation of social proof, right? And you put that together and it’s a fast, fast, ⁓

Chelsea Morrisey

Mm-hmm.

Spencer Walker

Recipe. one final thing there I would say to add in is Educational content and I’m not talking about like the generic stuff that you can buy from these different Companies out there that create these Generic videos that you can put on your website. That’s not what I’m talking about. I’m talking about you educating, you creating a video where you’re teaching and ⁓ being the authority in your market. and As you build up that library share it on your social posts, share it on your website, website, have people like Chelsea help you create those videos and they will put them into ads ⁓ distribute them out there. And then ⁓ come across ⁓ different, you look and sound different than everybody ⁓ You have all this awesome social proof that backs that up. And then they see you teaching and the person who’s teaching becomes the authority. And so, ⁓ You put that recipe together and this is how you become the person who people are willing to travel to from a big city out to the small country doctor. And this is ⁓ one of the core things that we did with Dr. Burns to get him to that

Chelsea Morrisey

Mm-hmm. Really fascinating. So, good doctor, good clinical skills, busy practice. And this sounds a bit like ⁓ Dr. Burns. Is there anything else but… Let me rephrase that. Good doctor, good clinical skills, busy practice. Probably similar to Dr. Burns, but full arch never really takes off. What’s usually going on beyond a lack of authority building? What else would you say might be at the center of that?

Spencer Walker

Yeah. Like, uh, that’s a, that’s a great question. So, um, I mean, one thing is, you know, building the authority, the, the next two in my framework, the first one’s actually excellent clinical skills, clinical authority, and then operations, making sure you’re running a sound operation, leading, holding your team accountable. The, it’s not a sexy answer,

Chelsea Morrisey

Thank

Spencer Walker

Chelsea, but the number one reason why I see doctors fail in full arch is actually a mindset or leadership issue. And it’s a matter of holding the team accountable because people like you or people like I was before we would come in, we would throw up this excellent marketing and then a doctor would, they wouldn’t close. wouldn’t.

Chelsea Morrisey

Mm.

Spencer Walker

⁓ the team wasn’t following up, leads weren’t getting called. There wasn’t follow through follow up, you know, they would do a consult and then nobody was following up after that. And, ⁓ things were just, people were just falling through the cracks, Right? There was no obligation to, there was no training. There was no obligation to get training. ⁓ or even if there was training, it wasn’t followed up on and mandated. so, ⁓

Chelsea Morrisey

Mm-hmm.

Spencer Walker

doctors would frequently not show up to the consults. And so, ⁓ if the doctor didn’t make it a priority, then the team wouldn’t make it a priority. ⁓ or if the doctor abdicated the responsibility and said, Hey, somebody else take on this responsibility and go grow this part of my practice for me. And, ⁓ the doctors that really showed up and cared and were involved and met with their teams regularly. Those were the doctors that have had, that had the most success. And, ⁓ would you say that’s true?

Chelsea Morrisey

Hmm. Mm-hmm.

Spencer Walker

from your.

Chelsea Morrisey

I would say that’s absolutely true. Now, what does holding your team accountable look like on a daily, weekly, monthly basis? I’m sure there’s structure in place that makes this a lot easier. When you see the highest performing practices, what meetings or components or spreadsheet… what do they have in place that separates them from the rest?

Spencer Walker

Yeah. ⁓ typically at a minimum, it’s a weekly check-in meeting where they’re going over metrics. They’re looking at roles and responsibility. You know, they’re seeing what’s going on and talking about it. ⁓ that huddle, ⁓ usually the highest performing ones, there is a daily huddle, ⁓ where they’re in the morning. It’s a quick, Hey, how are things going? What’s going on with the pipeline? Any issues with it? So they can quickly identify problems. ⁓ Dr., No leads came in today. What happened? ⁓ let me call the agency and find out you know, ⁓ or what happened here ⁓ There’s hardly anybody on the schedule. Have you been calling the leads? Like, you know what I mean? Like something stopped and then you you can see it ⁓ and address it really quickly. Plus, it just holds the team accountable. So a date I recommend a daily huddle. That’s the best thing. in absence of a daily huddle, It’s record your daily metrics.

Chelsea Morrisey

Mm-hmm. Mm-hmm. Mm-hmm.

Spencer Walker

for the TC or the appointments that are record your metrics and then take a picture and text it to me by 9 o’clock in the morning or whatever. Yesterday’s metrics I need delivered to me by the end of the day or by nine the next morning. Second best thing you could do to hold your team accountable. ⁓ Sometimes in the dashboard where the leads are coming in, sometimes the team will tell you they’re doing it and then the marketing agency’s like, Are you calling your leads? They’re all stacked up right here. And that does happen because people get busy and, stuff like that. So to hold your team accountable and make sure that everybody’s being honest and doing it. I also recommend you have them open up the dashboard and just get a quick visual. Look, talk about it with the metrics. How many consults did we have yesterday? Et cetera. And then get a quick visual on it. And, and then, ⁓ as you make it that priority and you’re showing, Hey, this is important. They’ll show up. They’ll do their.

Chelsea Morrisey

Mm-hmm. Mm-hmm.

Spencer Walker

jobs and you’ll be much more successful.

Chelsea Morrisey

Yeah, we were on a call center, as you know, and it always, when I first launched the call center, I started to wonder why when I said the goal was 90 dials per day, we were getting 90. But then I changed the goal to 120 and we were getting 120 without extending the hours of the day. And I will tell you that there is a point where there’s diminishing returns. Like I can’t set the goal at 300, but Really what I learned is clarity around the KPI that’s expected is the most important thing, right? So if instead of call the leads, it’s 90 outbound dials today with an expectation to book 15 consults per week, depending, you should know what your expectation is based on your marketing budget. and your marketing agency, if they’re worth anything, should be able to tell you. But…

Spencer Walker

Hmm.

Chelsea Morrisey

I think clarity for your, if you call your leads internally and clarity for your treatment coordinator, so you actually know and they know if they’re missing the mark. And then you feel like you have to micromanage the actual daily work slightly less ⁓ if they’re getting 20 consults booked per week, your assumption is they’re calling the leads, right? But if you just say call the leads, it’s…

Spencer Walker

Mm-hmm.

Chelsea Morrisey

going to be very difficult to assess whether they’re doing their job or not in my experience. And Spencer, someone like you comes into the practice as a consultant, you’ll be able to establish, I’m assuming establish benchmarks in every area of that business And that’s one of the, and watch those for them. And that’s one of the benefits of working with a consultant because I’m sure a lot of these doctors are like, you’re kidding me. I’ve got to now manage this team as well and have more meetings. and, ⁓ they probably think that sounds pretty overwhelming. So

Spencer Walker

Mm-hmm.

Chelsea Morrisey

That’s probably one of the things that you help with, I’m assuming.

Spencer Walker

Yeah. Yeah. But here’s the cool thing. And the thing that I really love about like full arch, this high ticket stuff is that, ⁓ once you, once you get into it, you grow it and there can be some, you know, pains along growing pains along the way or whatever. But once you get into there, ⁓ the full arch stocks that I know they are, they are leading, you know, they have more financial freedom. they have more ⁓ time, like they’re able to take some time and do things they, I mean, they obviously work hard, but ⁓ one of my clients, I remember I was doing ⁓ a, interview like this, a podcast type thing with him and he got emotional and actually teared up. And he was like, I’ve been able to do things with my wife and my kids that I never dreamed of. that full arch afforded me and he was just so grateful! He’s like, before I felt kind like I was on this treadmill… and he’s like, there’s certainly, you know, some of that’s still there, but he’s like, I’ve been able to like break out the ceiling and do things that I never thought I would be able to do ⁓ give my kids certain stuff And he’s like in the same, in, actually fewer hours, you know, than what I was doing before. And that’s so cool. That’s so cool to be able to set that up.

Chelsea Morrisey

Mm-hmm. Mm-hmm. Mm-hmm.

Spencer Walker

And so, ⁓ yeah, initially it might be, but it doesn’t happen unless you’re falling up with your team, you’re holding them accountable, putting some metrics and making it a priority. And then that thing can grow. You focus on that, get it growing. And then it can offset a lot of else. What else you’re doing and, buy you the time of that. In fact, I love calling these full arch patients and high ticket patients, freedom patients.

Chelsea Morrisey

and Mm-hmm. I love that.

Spencer Walker

their freedom of patients like because if we could get more of those like it literally translates to more freedom in your life.

Chelsea Morrisey

And it, yeah, I mean, for both the patient and the doctor! So speaking of that transition, I think that’s a really interesting thing because I know a lot of GP practices that may listen to this are stuck Wondering

Spencer Walker

Mm-hmm.

Chelsea Morrisey

how they transition from a busy GP office logistically into a more full arch focused practice, even if it’s not entirely full arch focused, but just having an implant center that is thriving within the practice. It sounds exciting, but it can get messy and feel daunting. What are the hurdles that maybe doctors don’t see coming or what on the flip side, what would you say is the smoothest way to make this transition? What hires do they need? What things would you put in place?

Spencer Walker

Yeah. Yeah. No, that that’s really great. I mean, first off, it goes back to that initial team. So it’s the appointment setter, which is the most overlooked. so frequently what docs do is they hire or they just tell their front desk to call the leads and answer all the phones and schedule all these people. One One of the most important things is that to understand is that full arch patients are not your standard GP patients. And it’s like you switch from playing baseball to cricket. And ⁓ and it’s different! Like it really is different And how you speak to them… and ⁓ the average full arch patient hasn’t been to a dentist in like seven to 10 years. And which is actually a clear choice stat out there that they’ve shared. And it is a lot of anxiety and fear and ⁓ nerves and ⁓

Chelsea Morrisey

Mm-hmm. Mm-hmm. Mm-hmm.

Spencer Walker

fear going to the dentist and just embarrassment and shame. And ⁓ that’s a lot different of a person who’s just like, ⁓ I just moved into this place and I need to find a new dentist to get my teeth cleaned because I’ve always gone to the dentist my entire life, right? That’s a different ⁓ mindset in person. And so how you speak to them and how you create trust is really important, again, to push that authority score, that value perception score high. And so ⁓

Chelsea Morrisey

Mm-hmm. Mm-hmm.

Spencer Walker

Usually if you have your front desk trying to call the leads, it doesn’t go over very well. Like they’re busy. this patient on the phone is potentially worth $50,000 or 40 to $50,000 in your practice And the person at the front desk is like, I’m sorry, can I put you on hold really quick? I just need to check somebody in, you know, like that’s not going to go over well.

Chelsea Morrisey

Okay. Oof. And that person, it was hard for them to even call, to get up the nerve to call because they’re so anxious. The second you give them a reason to, they’re gone.

Spencer Walker

Yeah. Yeah. Or even the doctors that are like, okay, I’m going to have this per, you know, this person call. Maybe they’re even going to go call in the back office. That’s fine. But then they don’t give them enough time to call, enough followup. They’re not doing it. ⁓ what I’ve found is that for, if you’re picking up the phone and dialing, it’s about 500 leads equals one full time setter. And so, ⁓ if you

Chelsea Morrisey

Mm-hmm. Mm-hmm.

Spencer Walker

work with somebody like you, Chelsea, that has a call center, ⁓ who can you leverage software to speed up the amount of dialing that’s happening and the team and speed to speed to lead speed to responding to that person. Also getting into the evenings and Saturdays, which are fantastic times to get ahold of people. ⁓ that in can often increase.

Chelsea Morrisey

Mm-hmm.

Spencer Walker

And, I highly encourage people to look into that and to work with an agency that’s calling leads because that can make a big difference, ⁓ as opposed to, ⁓ trying to give, you know, or if you do have somebody calling in the office, you just got to make sure you’re giving them enough time to think about it. So, ⁓ if you’re averaging, you can do the math, you know, if you’re averaging a hundred leads a month, then you can calculate how much of this person’s time do I need to set aside?

Chelsea Morrisey

Mm-hmm.

Spencer Walker

If you figure that 500 equals a full-time 40 hour week person, and you can kind of average that, um, you’re probably going to be closer to a couple hours a day, you know, at a hundred something, you know, so, so that’s really important. Um, that’s something that often gets overlooked and, um, and as you grow your lead volume, just understand that unless you’re working with somebody like you, and then it’s awesome. Cause you don’t have to worry about doing that. you just scale it, you know,

Chelsea Morrisey

Mm-hmm. Mm-hmm. Mm-hmm. exactly. Yeah, exactly. One thing I ⁓ learned in growing a call center is we’ve played around with call cadence ⁓ ⁓ many times do you call, text, what’s too much? Because we track unsubscribes and ⁓ disgruntled patient ⁓ what’s too little because that will impact your booking rate. ⁓ call center, ⁓ our metrics, ⁓

Spencer Walker

Anyway.

Chelsea Morrisey

connection rates, booking rates exceed ⁓ industry standards, but only after a lot of experimentation. This wasn’t always the case, right? So what I’ve learned is the sweet spot, you have to call more than you think. so it’s actually, speed to lead is the biggest one. We call in under 20 seconds. Evenings and weekends are huge for connection rate. Very important. Without evenings and weekends, We were maybe 30 % in whole less profitable as a company. when we added evenings and weekends, everything shifted for us. And then the third thing is what cadence do you call. almost all practices under do it. They assume they’re calling too much and they’re actually not realizing they’re calling too little, they think they’re annoying this person, but actually this person doesn’t, this person needs to be annoyed. One it’s in their best interest, but usually they’re not even as annoyed as you think they are. They just haven’t gotten to it yet. And remember they opted in, they’re grateful that you were

Spencer Walker

Yeah, I’m annoying this person. Most of them are grateful. Yeah, by the time you finally connect with them, they’re like, I’m glad you followed up with me, you know.

Chelsea Morrisey

So, two to three. Exactly, exactly. So we do ⁓ two calls first day, morning, evening. two, second day, two, the third day, and then it starts to kind of taper off and they never come out of our funnel unless they’ve got treatment elsewhere. And we’ve played with that, but I think most practices are under delivering on that number. That’s per one lead… right? So if you think about how much team you need, you need a lot. ⁓

Spencer Walker

Mm-hmm. Yeah, that’s what I, what you just said is what I teach people to do. But most people don’t have the capacity in the office to do that. And it’s, so it’s really hard and then they under do it and then they just don’t maximize their, results or growth that they want. ⁓

Chelsea Morrisey

Mm-hmm. And doesn’t include the text touch points and the email touch points too. So it would be, you know, ⁓ that’s the calling volume. So yeah, I think ⁓ dentists and practices are underestimating the amount that you need to dial to be successful. And ⁓ assuming if they get to the leads once per day, that’s okay. And it’s really not okay because the speed to lead is impacted and the number of dials that they’re making on any given lead is impacted. And, and you know, you paid.

Spencer Walker

Mm-hmm. Yeah. Yeah.

Chelsea Morrisey

50 to $150 for that individual to be in your pipeline, depending on the area. So how much is that worth to you? I’d say that 50 to $150 is pretty valuable. You want to make sure that you don’t just let them fizzle out in the pipeline.

Spencer Walker

Yeah. Mm-hmm. Mm-hmm. ⁓ yeah. That’s so important. The treatment coordinator, obviously very important one. In my experience, 250 to 300 some odd leads right in that frame per one treatment coordinator. so just be understanding of their time, especially if you put your office manager in and you’re like, oh, my office manager is my treatment coordinator. I’ve seen so many doctors plateau

Chelsea Morrisey

Mm-hmm. Mm-hmm.

Spencer Walker

in growth because their team just isn’t getting like, or you’re putting too much, or I’ve been on plenty of phone calls where that person in the office is crying to me. ⁓ and I’m supposed to help, help them be successful, but the doctors put so much on their plate that they literally can’t get it all done. And then they feel overwhelmed and stressed. so understanding that say 300 leads one full time treatment coordinator. ⁓

Chelsea Morrisey

Okay. And then. Mm-hmm.

Spencer Walker

And maybe some, some doctors are like, ⁓ that doesn’t make sense. But you got to just like Chelsea said, you’ve to follow up and follow up and follow up and follow up with these people. And, ⁓ most sales, most closes occur in the follow ⁓ And if you’re doing too little of that, you’re just missing out. So that’s important, but to go back to your question too, like those are, you know, two of the important ⁓ things. And then the other one is weighing capacity. Cause that again is a

Chelsea Morrisey

and Mm-hmm. Mm-hmm. Mm-hmm.

Spencer Walker

is a killer. so understanding like, how much can I take on? ⁓ And then getting to that point where you can then bring on that associate and have that associate take over your GP stuff and have you just double down and wean off. I mean, that’s not everybody’s goal. It’s not everybody’s goal. But for the person that just wants to continue to grow on scale.

Chelsea Morrisey

Mm-hmm. Mm-hmm.

Spencer Walker

A lot of doctors that I know talk to, they’re like, if I could just do full arch all the time, I would, that would be my dream. And, and I know a lot that do and get there. And it is that process of, ⁓ you know, growing, growing, growing, working really hard and being overwhelmed and stressed for a little bit. And then getting to the point where, okay, now you can bring on that associate and freeing yourself up to then continue to grow and scale. So appointment setters, the first. she TCs, the second one you got to look at and then

Chelsea Morrisey

Mm-hmm. Mm-hmm. Mm-hmm.

Spencer Walker

doctor capacity as the third there.

Chelsea Morrisey

Yeah, really, really interesting. How do you know when you’re ready for a ⁓ associate? What are we looking at in terms of indicators, KPIs or anything that you would look at to know now is the time to take the leap on the associate?

Spencer Walker

You know, that’s a great question. And I wish I had a more defined answer for you. ⁓ I’ve seen different doctors jump there. ⁓ Part of it is like how much GP do you already have in your practice? ⁓ You know, like how well established are you already? Do you already have a another GP or a partner? You know what I ⁓ There’s like a lot of ⁓

Chelsea Morrisey

Mm-hmm. Mm-hmm.

Spencer Walker

⁓ I wish I had a better one. ⁓ There’s probably an operations person out there listening to that. That’s like, I know the best answer for that! And they would probably know that way better than I would.

Chelsea Morrisey

Yeah, well, let’s have them comment on the video if they’ve got a better answer and promote themselves. Yeah.

Spencer Walker

hear that. I’ve watched a lot of doctors ⁓ go through the process, but I haven’t been involved. But I know that they’ve all been at different areas, you know. ⁓ And so ⁓ but ⁓ I know it’s scary to it can be scary kind of daunting thing. ⁓ But I want you guys to know it’s possible, it happens all the time. ⁓ And ⁓

Chelsea Morrisey

Yeah. Mm-hmm.

Spencer Walker

I think you’ll kind of feel it because you’ll see the revenue and what’s coming in. And I think the number one thing is like, if you’re looking at your profitability, and do you have that in the profitability to afford to bring on that person? Do you have enough work and the profitability to bring that person on? ⁓

Chelsea Morrisey

Okay. Mm-hmm. thing I know from scaling business ⁓ is one the biggest mistakes I’ve ever made in my career. And it’s been the most detrimental mistake is hiring too late. You need to hire for where you’re going and not for where you are. And that requires a leap of faith and that requires a bit of risk and a bit of

Spencer Walker

Good point.

Chelsea Morrisey

confidence and it can make you feel pretty sick, ⁓ but at the same time, nothing is worse than hiring too late. And it causes all sorts of issues that are systemic, ⁓ burnout with the team, ⁓ mental health burnout for yourself, ⁓ bad customer service experience, a bad patient experience. So I do think there’s an element here and I don’t know the operational numbers to look at, That’s not my area of expertise, but I think there’s a mindset element here where you’ve got to decide, are you in this or not? when you commit, you need to commit, right? And if the indicators point to you having a working system that’s scalable and proven, and you know you can get these patients in and you know you can close them, you might be at that point just getting in the way of what could be ⁓ if you opened up your schedule more and freed up your overall just your whole ⁓ practice for you to dedicate more time to this. Like you said, more time to the full arch team and more time in your schedule to doing surgery. So I don’t know that it’s ever going to be comfortable no matter what the numbers tell you on the paper. I think if the numbers tell you you’re ready, it might even be a little too late sometimes. If I waited for my PNL to tell me I was ready to hire another account manager, we’d be in pretty bad position because that’s not really how business works, right? You don’t hire reactively. Or if you do, you’re in the ⁓ soup.

Spencer Walker

Yeah. Yeah. Mm-hmm. Yeah.

Chelsea Morrisey

say. Yeah. So, you know, we’ve kind of talked about this transition into being a full arch provider. One thing I think about is how do doctors, GPs, or even oral surgeons that haven’t really focused on this as much, how do they, what are simple things they can do online to position themselves as a full arch authority? I think about starting with the website. They think everything looks fine.

Spencer Walker

Yeah.

Chelsea Morrisey

⁓ What does a patient actually need to see and feel from their website in order for them to be seen as a full arch authority and for the patient to trust them?

Spencer Walker

I love this question. Okay. So, um, so back in the day, I tracked a lot of websites, put a pixel on there and checked a lot of websites and visit. What I found was that the average dental website was converting traffic at around 1 to 3%, you know, two to 3% probably most common meaning of, uh, when I say traffic, I mean, like visitors to the website. So people were coming to the website and out of every 100 unique visitors to the website, 2 to 3 people were either calling, picking up the phone and calling in, or were filling out a form to request like a consult. Right. So either a form fill or a phone call, they became a lead! and 2 to 3… And, and you can go Google this. What’s the average website’s conversion rate? 1 to 4%, a really common, uh, 2 to 3 % conversions in there, you know, and here’s, um, here’s why.

Chelsea Morrisey

Mm-hmm.

Spencer Walker

is ⁓ most people that design a website are, they can make it look pretty. There’s a lot of places out there that will make a website pretty. The problem is they don’t make it persuasive. And, and then the second thing is like, like they’re talking about facts. Like, it’s a brochure of what you do. know, I off I do dental implants, I do this, I do that, but not the ‘which means’

Chelsea Morrisey

Mm. Mm-hmm.

Spencer Walker

you know? like this is life transforming! This is why, you know, da da da da da. Like, um, so, um, we did that. I had this really crazy thing that we did back in the day where, um, we were tracking, we were tracking these websites and, um, you know, the conversion rate on them. And when we were marketing, like when we were running ads for people, our landing pages were getting 12 to 20 % conversion rates.

Chelsea Morrisey

Mm-hmm. Mm-hmm.

Spencer Walker

and then the websites were getting, you know, 1, 2, 3 % conversion. And so we, we took the forms off of the landing pages and we just stuck them on the website ⁓ we instantly were getting 5 to 8+ % conversion rates just with that. And then when we went back through and we overhauled the language and the images and the way it was designed to be more emotionally… ⁓

Chelsea Morrisey

Mm-hmm. Hmm.

Spencer Walker

like look at these people’s lives who are transformed, know, look at these before and afters, listen to these videos, you know, and we changed the page basically to be more like a landing page. We saw that we were getting like 8, 12%, 15 % conversion rates off of those pages. It just blew it out of the water. And every time we improved it, you know, adding the form was one thing and then going up. And so you have to make it pretty.

Chelsea Morrisey

Mm-hmm. Mm-hmm. Mm. Mm-hmm.

Spencer Walker

But you also have to make it persuasive. ⁓ people don’t, people typically don’t buy because of facts, they buy because of emotion. Like, they see what it is, and they want that they, you know, ⁓ he’s tall, dark and handsome. You know, they don’t look at and say, ⁓ he does this for living in da da da da da, you know, like, that’s, that’s kind of, that’s what you use to justify the emotion.

Chelsea Morrisey

Mm-hmm. Mm-hmm. Mm-hmm. Mm-hmm.

Spencer Walker

tall, dark and handsome and loves long walks on the beach. ⁓ And ⁓ you does this, this, this and this, you know, which are reasons why I can justify. this famous story of my wife coming home with very expensive pants. Like I’m psych. I didn’t even know they sold pant like jeans that were that expensive. ⁓ And was she was like, I bought this. I’m like, we don’t have the budget for that. She’s like, but Spence, she’s like, look at this. She’s like, and she went through this whole thing where she she had put the pants on, looked in the mirror.

Chelsea Morrisey

Mm-hmm.

Spencer Walker

and loved what she saw. And then she came home and she’s like, it literally has elastic in it that like pulls your butt up. And like, and like holds you in and just like all this stuff. And she’s like, touch. But it’s like flexible, you know, it’s comfortable, but it’s durable. Look, five stitches down the you know, down the seam, you know, the last part. And so what happened is that she was emotionally moved by it.

Chelsea Morrisey

Mm-hmm. you We’re going to need the link to these in the show notes because… Yeah. Mm-hmm.

Spencer Walker

she, she loved what she saw, and she was mostly moved. And then she justified everything using her logic. And so usually what happens is websites are full of logic, all the reasons, state of the art stuff, whatever, you know, without the ‘which means’ stuff, which is more, you know, kind of gets into the emotional reasons, ⁓ ‘ want that’, I want safety, I want security, I want to be out of pain, I want this… you know, and so ⁓ most websites are really missing that kind of emotional stuff.

Chelsea Morrisey

Mm-hmm.

Spencer Walker

⁓ and then the one final thing that I’ll say on there is the, ⁓ is the call to action actually asking somebody. So most websites, up in the corner, you’ve got a phone number, you have a contact us, you know, you can fill out a form to contact us. And then some of them might have a schedule and appointment. So all of that is what I would call medium to high threshold offer. And most people, especially

Chelsea Morrisey

Okay.

Spencer Walker

full arch patients who are nervous or afraid, or who haven’t been to a dentist in a long time. ⁓ First off, if you’re not inviting them to take action, and all you have is a phone number there, that’s not really an invitation, you know, so you want to actually ask them to do something, ask them take action. And then you want ⁓ that medium to high threshold offer is is akin to like, telling somebody to come home and meet the parents on the first date, you know,

Chelsea Morrisey

Mm-hmm. Mm-hmm. Mm-hmm.

Spencer Walker

married on the first date. Right. Most people need to be tiptoed into that relationship. ⁓ And ⁓ just makes sense when we talk about it, but we don’t think about it when the website’s being made because websites are made by web designers who are just making something look pretty. They’re not being made by people like you and me who ran an agency, who had to feed our families by getting somebody to land on this landing page and opt in and become a

Chelsea Morrisey

Mm-hmm. Mm-hmm. Mm-hmm.

Spencer Walker

paying patient. right. So you learn how to walk somebody through building a relationship of trust, getting them to like and trust you. And usually that’s through more micro steps. And so offering a lower threshold offer that’s like, fill out this form to get a price and an information guide or fill out this form to find out if you’re a candidate for dental implants, you know, those are forms where people are like, I’m willing to go that like, that’s just like, this is just a little date.

Chelsea Morrisey

Hmm. you

Spencer Walker

You know, nothing serious here. And then later we invite them into the… you know, some people are ready for the consult, That’s great. And you should still have it on there and invite those people because if they’re at that stage, you want to, you want them to take action, but you should also have calls to action that are lower threshold. And most websites don’t have that. So.

Chelsea Morrisey

Mm-hmm. and educational video can be valuable on the website. It gives people something to ⁓ learn from and do if they’re not quite ready for a consult, that’s valuable to you because it’s relationship building.

Spencer Walker

All that brand authority stuff that we talked about, your unique value proposition, that should be woven through there. Your social proof, video testimonials, before and afters, smile reels, all this stuff, all of that good stuff should go on there. You can even put ⁓ Google, how many Google reviews or stars you have, and all of that goes in there. And all your educational content too should be woven in there.

Chelsea Morrisey

Yeah. Mm-hmm. Mm-hmm.

Spencer Walker

And then I then I would trans you know, I would say like we were talking about websites, put the same thing into your your social media posts. ⁓ Let me just make one comment on that. Everything we just said, copy and paste that into your socials, into all your different social channels, right? ⁓ Now, social channels like posting on social media, here’s a big trap, there’s agencies out there that are gonna have you pay just to post, you know, like I’m just gonna post on there.

Chelsea Morrisey

Mm-hmm. you

Spencer Walker

And it’s usually like, don’t forget to brush your teeth, you know, happy dental week or month or whatever, you know, it’s stuff that people don’t care about. They’ll never engage with, and if people aren’t engaging with your content, then it’s not your content is not going to show up in other people’s feeds. And so the way that you get the social media, ⁓ well, the way that you get the algorithm to work in your favor is to post content that people actually like

Chelsea Morrisey

Totally. Yeah.

Spencer Walker

and that they’re gonna engage with. And the number one thing that I have found, if you’re a dentist, unless you’re doing it to like, you’re posting, happy birthday, Susan, because you’re just doing it for the sake of your team, that’s fine. Post some of that, that’s great. But the number one thing that you can do to really take advantage of social media is to post transformational dentistry. Implants, cosmetic.

Chelsea Morrisey

Mm-hmm.

Spencer Walker

even teeth whitening, know, that stuff that before and after type stuff. ⁓ That’s the kind of stuff that people will engage with, they’ll binge ⁓ that all day long, because they want to see all these stories and want to see all these pictures. And that’s the stuff they’ll engage with. And if they’re engaging with it, then they’re more likely to see more of that from you or other people are more likely to see it as well. And it will show up a lot more. So that’s that’s my social media, but all the same stuff, your unique value proposition, your

Chelsea Morrisey

Mm-hmm. Yeah.

Spencer Walker

social proof before and afters, video testimonials and educational content. ⁓ Post that there and people will eat that stuff up.

Chelsea Morrisey

Thank Yeah, I almost feel like the theme of today has been to show, not tell. I think there’s been a common theme of us basically saying, look, the way to differentiate yourself, even in the most competitive markets is to show and not tell. know, instead of saying, patients love us, show us reviews or patients are raving about you. Instead of saying, you know, we care about patients, show us a warranty. Instead of saying, you know, we make beautiful teeth or we create beautiful smiles, show beautiful smiles.

Spencer Walker

Mm-hmm.

Chelsea Morrisey

and show a lot of them and show every case. ⁓ the best time to start taking pictures and documenting your work is ⁓ today! It doesn’t matter if you didn’t do it before, just go out and get a ring light on Amazon, get a camera and get out there. Because we do need to show, not just tell, it’s not believable enough. ⁓ Now,

Spencer Walker

Yeah. Mm-hmm. Yeah. The end.

Chelsea Morrisey

We’re gonna have to have you back because I didn’t even get through half my questions. I have so much to ask you! But one thing I do kind of want to, a couple of things I want to wrap up with, with, ⁓ folks that come to us have already tried 2 or 3 different agencies. So many, many of them have tried 2 or 3 different agencies. ⁓ we want to save either they’ve already done that ⁓ we want to save doctors the ⁓ trauma of wasted money with the wrong full arch provider. And it is a trauma and I won’t downplay that because it is, you know, I mean, we’re business owners, we’ve got to provide for our families. Like it’s a trauma to waste money with the wrong provider. Every marketing company in the four arch space or otherwise is going to tell them results ROI, you know, ⁓ they can do this and everything. And, ⁓ you know, under the sun, how does a doctor actually know how to pick the right Full Arch Marketing Company?

Spencer Walker

Yeah, yeah. ⁓ man, we could go into that, you know.

Chelsea Morrisey

High level, yeah, high level. What’s a good checklist for them to work through?

Spencer Walker

⁓ for one, ⁓ lot of the stuff that we just talked about today, do they actually, when you sign up, they’re just like, ⁓ welcome on board! We’ll get ads going. And then they spin up ads. Usually what they’re doing is using generic ⁓ ads that they use with everybody. And it’s just the same, it’s some kind of basic template, you know, that, ⁓ they roll out for everybody. ⁓ which

Chelsea Morrisey

And.

Spencer Walker

⁓ Don’t get me wrong. It’s fine to have a proven template, but when there’s no differentiation in any of the ads, they’re not focused. I mean, that’s one of the things Chelsea that I’ve just loved about you guys is ⁓ you make such an emphasis on ⁓ not just like throwing it together, but the quality too of the ad of ⁓ like you really hold dentist feet to the fire to be to make, you know, to get really high quality content recorded of patients and them. ⁓ Because you know, that’s going to make a better quality ad, it actually attracts better quality patients, and produces better results for them. And so. ⁓ So yeah, definitely that that’s one of them is just what is that, you know, and when they come on, is it like,

Chelsea Morrisey

Thank

Spencer Walker

Is there, are they talking about unique value proposition? Are they talking about how do I differentiate? ⁓ why should somebody choose you over anybody else? ⁓ because again, frequently it’s just like, okay, we’ll just spin up some ads and go, you know, as opposed to, know, this is, we need to build your authority in the marketplace. And what is it? What is your authority? Let me, let’s help pull that out and help craft that, you know? ⁓ so that’s a really important one there.

Chelsea Morrisey

Mm-hmm. Mm-hmm. Mm-hmm. Okay.

Spencer Walker

And ⁓ another one is like that I see a lot with sometimes with agencies is it’s like a doctor comes in full arch marketing. ⁓ It’s intense and it and it you’re going to put some budget into it to get patients out. And, ⁓ you know, if somebody comes in, they’re like, ⁓ yeah, I’ll run full arch ads for you. And

Chelsea Morrisey

Mm-hmm.

Spencer Walker

just give me a budget of $2,000, 2,500 bucks. Those people are just taking your money. Like you’re not going to get the results. You’re not going to hit your goals, you know? So somebody who’s really going to come in and be honest with you about what it takes and recommending based off of your goals, what is your goal? Then here’s the appropriate budget that you need to put into that and be realistic with you. I mean, that’s and not just like

Chelsea Morrisey

Mm-hmm. Mm-hmm. Mm-hmm. Mm-hmm.

Spencer Walker

get you signed up so they can make a quick buck off of you. These are true partners that are going to really help you put the systems and process in place and appropriate budgets and everything so that you can truly be successful. ⁓

Chelsea Morrisey

and

Spencer Walker

I mean, ⁓ I could go on, look at, if they do websites, look at their websites. Do they, do they have low threshold offers on there? You know, or if they do, sometimes they just stick them at the bottom of the page. The truth is that most people don’t scroll to the bottom of page. Is ⁓ lower threshold offer towards the top of the page? You know, ⁓ look at that kind of stuff. Do they have the emotional stuff built into the website? Are they helping you? So.

Chelsea Morrisey

Mm-hmm. Mm-hmm. Mm-hmm. Mm-hmm.

Spencer Walker

Those are all things that you can kind of look at and assess and ⁓ see these people really know what they’re doing or not. Cause this is, this is it. This is how you went in full arch, you know, and you need an agent who understands that kind of stuff. Also, ⁓ some of these agencies just do like meta and you’re missing out because there’s Google’s full of ⁓ patients that we, that we would say have higher buyer intent.

Chelsea Morrisey

Mm-hmm. Mm-hmm. Mm-hmm. Yeah. Yeah, I was. Hmm. Mm-hmm.

Spencer Walker

Like if somebody’s Googling, like that’s a way better lead, you know? Like, so you want both, there’s opportunity in both, but multi-channel marketing, you you want an agency who understands all of that and can tackle all of that for you.

Chelsea Morrisey

Yeah, I always say the most expensive marketing is bad marketing. Cheap marketing. Yeah, the most expensive is the cheap marketing agency because, you even with these, you know, big offers and guarantees, they’re not covering your ad spend. And your ad spend is generally a bulk of the cost. So it gets really expensive when you work with the wrong partner. So yeah, that’s a good starting place. Yeah, go ahead.

Spencer Walker

Yeah. I got one more ad in there. One more in there is ⁓ that they, ⁓ that they don’t expect you to be the person who’s going to create your ads and design it all yourself. So an agency that actually is like, need high quality content, but I have a met, like I have a tool, ⁓ like you guys have your video team, you know, that can come out and actually create it. Like you.

Chelsea Morrisey

Mm-hmm. Mm-hmm.

Spencer Walker

You know what to do. You know what makes a better quality ad and you are providing the team who can actually come out and create that. I mean, not that they have to, but, ⁓ but you’re going to guide them. And, even if they’re using their own, you’ll still guide them to know, you know, the expert stuff, but some agencies I know are like, ⁓ there’s no support in creating the creative. There’s no, well, I’ve got a videographer. Let me send them out or.

Chelsea Morrisey

Mm-hmm. Thank you.

Spencer Walker

here’s your how to guide of how to get that, you know, a lot of it’s just like, first off, usually they don’t do anything. It’s just they’re running their generic ad or ⁓ they’re like, yeah, you can go out and record something. And then there’s no guidance, you know, no feedback. Like that just tells me this agency is not dialed in. It doesn’t understand the true depth, like what these patients really care. Like what it really takes to

Chelsea Morrisey

Mm-hmm.

Spencer Walker

be ultra successful. So find an agency that supports you in that as well.

Chelsea Morrisey

Yeah, so Spencer, a few things just to close up here. tell folks about what you do. You know, give a high level of ⁓ it looks like to work with you, you know, in the first 90 days or the first six months, and then tell them where they can find you. ⁓

Spencer Walker

Yeah. Okay. So, um, yeah, when I, when I left the agency, I, I was like, you know, Chelsea, like you like, pay our clients coming and hopping from agency to agency, they were hopping from my agency, they’d go to another, they’d come back, you know, hoping that they’d get these magical leads that would all just convert and then they weren’t all converting. And so, um,

Chelsea Morrisey

is a

Spencer Walker

It comes down to a lot of these systems and processes and what’s happening inside the practice and the brand and all that kind of stuff. so most full arch doctors I know have either aren’t hitting their goals consistently or have plateaued. And I’m having a hard time getting past that. And so I left because I wanted to put, I wanted to take this framework and reach out and help more

Chelsea Morrisey

Mm-hmm.

Spencer Walker

doctors put this in place because you put this in place and all of a sudden you can start to scale. And what’s funny is like with the framework, you can take a mediocre marketing agency and do okay. ⁓ You can take a fantastic, excellent marketing agency and you can crush and you can dominate. And so ⁓ I just wanted to put that out there. So what I do ⁓ is I coach and consult ⁓

Chelsea Morrisey

Mm-hmm. Mm-hmm. Mm-hmm. Mm-hmm. Mm-hmm. Okay. Yeah. Yeah. Yeah, we’re the current, but not the failed. Yeah. Mm-hmm. in a Mm-hmm. Yeah. Okay. Wonderful. Yeah, you really are one of the most helpful people that I’ve ever encountered in my years of business, not just in the Full Arch industry, but just business, very selfless and helpful. So that was wonderful. Thank you so much. I’m sure everyone who’s listening to this ⁓ agrees that you are an absolute fountain of knowledge. So thank you so much. And I’m looking forward to having you back for part two. We only got through a fraction of my questions because there is so much to talk about. So hopefully you’ll be willing to come back and we’ll be able answer them. Awesome. Well, thank you, Spencer. Really appreciate it. Yeah. Yeah, life is an A-B test for me. The question is, it’s good, but can it get better? Usually the answer is yes. Everything. Everything. Yeah, you just got to keep pushing. Yeah, thanks Spencer. We’ll talk soon. Appreciate you. Bye bye.