Hello everyone. It's Anne Duffy and welcome to the Just DeW It podcast. I'm so happy that you're with me today and I've got a very special guest, a new dear friend of mine and a lovely dew. but let me tell you a little bit about her before we get started. With 28 years in dentistry, Michele has guided dentists through every stage from startup to retirement.
Anne: Her journey began in 1997. At the Greater New York Dental meeting in a fur hat. Of course, she's so stylish. She has supported countless careers with expertise and heart. Her fun fact, she studied Mandarin Chinese for four years because communication matters in every language.
Please help me welcome Michele Gabriel. Hello, Michele. Good morning. How are you, Anne? I'm doing great. I mean, the whole thing about the Mandarin, I'm like, can you speak Mandarin today?
Michele: If I grab my flashcards.
Anne: Okay. And you can understand it probably
a little bit more. A little bit,
Michele: it was, uh,one of those challenging things that I wanted to challenge myself with a long time ago.
Anne: Yeah. Well, I couldn't believe it 'cause, okay, so we went over your strengths. So your number one is input. So you love information, you love getting stuff. So that makes sense. input is like way down on my chart. I don't have any input, but I love that 'cause you love learning and learners number five.
So, you know, whenever I go over your strengths or do strengths, and everyone that knows a do knows that we focus a lot on strengths and it's kind of the foundation of do, the strengths mean a lot. So inputs number one, significance two. Woo. Three, focus four and learner five. And I have strengths envy, Michele.
I mean, it's really the learner. No wonder you're, where you're at and how you like to grow people and you're growing, the DDS match and then also the focus. I was on a conversation with someone recently and they said, focus is the new time. If you've got focus, it's one of the top.
Things that will propel you and yourcareer and your profession and your personal life. So hey, kudos to you. You were given focus by God and look at you now. Look at you now.
Michele: Yeah, it's uh, it's been quite the journey for sure, but it's all fun. You know, a long time in dentistry, and I'll say to you, and you know this, Annie, you know, the focus as we get a little bit older, you know, that's something that we have to kind of harness in a little bit more on.
But you know, we make it happen.
Anne: But you know, when it's, you know, you have it as a strength and you just put, experience and knowledge into that, it really becomes a superpower for you. And it's so wonderful. And how you could grow a business because you're laser focused. men are more laser focused than women.
So as a woman to be laser focused, is A masculine trait. I would say that actually you have made it a feminine trait, so I love, I love that.
Michele: A lot of road mapping, a lot of road
Anne: mapping, right? A lot of road mapping. Tell me just a little bit before we get started, why did you decide to be a dental entrepreneur?
Because I know you've worked in big companies all these years and tell me, what drew you to entrepreneurship?
Michele: You know, I would just say in our own way, even if we're at a big company, we really are entrepreneurs in our spirit, right? Yeah. I came from a family of jewelers and so I grew up in a business where my whole family all had jewelry stores and everybody came to that.
Person, not the bricks and mortar, but to the person, to the relationship. And you know, as a scratch territory rep, when I was at Patterson, it was more like go out there and build relationships, right? And then building blocks into management of Patterson and helping salespeople do the same thing. But when we think about dentistry as a whole, we are all working in our own little businesses.
You know?whether or not you're a GM at a branch and you're handling that geography or like we are a DDS match, right? There are certain people that will always be entrepreneurs, even if they work for a Fortune 500 company. And so to me it was always, and I think you would agree, it was always about the relationships that you built along the way.
What better way to keep those relationships going than helping somebody think about like, what's the next steps in their career transition and how are we gonna get them from point A to point B? Being an entrepreneur is part of just helping people.
Anne: Yeah. I think you take ownership and I, Icall that an intrapreneur like and I think women especially do when they take a role in any,whether it's an office or whether it's a company, you know, you really map it on like it is your own.
and tell me a little bit more about DDS Match because I first, let me show the cover because you were guys were on our cover andthese are the women y'all from DDS Matchand what a beautiful cover. And along the way of my conference travel this year, I always seek out the women in DDS match at the booth.
they're all. Spectacular. They're all so, engaging and they communicate so well, so friendly. it's really special. You have,wooed, so many amazing women and men, just like you with the heart for dentists. But tell me a little bit about how it started and what it's all about.
Michele: Yeah, absolutely. I mean, I can't take any credit for starting DDS match, but I would essentially say that, you know, the concept of DDDS match is really taking a look at. All the conversations that we've all had throughout the years where there are clients that are friends and we're all sitting in a room together, maybe having a cup of coffee with them, or maybe we're in their practice and they don't understand or know what the next steps are.
how does the transition go? What are some things they need to be made aware about? Mm-hmm.I think traditionally all their experience was just somebody was gonna throw their practice up on a website or on a page, and they were gonna. Cwho would hit the button to maybe come and buy their practice.
And really, there's a process. and so thanks to Thad Miller, you know mm-hmm. Who was our founder at DDS Match, he just thought really that we could do a better job helping doctors with one of the,biggest decision of their life, which is to transition their legacy. And really show them that there's a process and steps that we can go through you know, they live their lives and schedules every single day.
So why should it not be a timeline and a transition schedule to be able to show them how to get from point A to point B? And you know, he founded this, 15 plus years ago, and at this point in time, you know, we're. I think last I checked, were 53 people strong at DDSmatch that are covering the entire UnitedStates now.
Absolutely.
Anne: What a great legacy you're building. You know, the thing about it is also you say you love to help dentist and connect people, but I don't think dentist, and I hope that anyone's listening to this and you're a dentist, you need to reach out immediately because it's never too early to start that relationship.
I think you've probably found that. wait until they're tired and then they, they reach out to somebody 'cause they realize that's the way to go instead of having a, that,relationship. Right. From 10 years in, they're like, okay, where, how am I gonna get? when should you, they reach out to you?
Like in the very beginning? what's a good time for someone to reach out to someone like you?
Michele: I think all of us would agree. I mean, look, there's different life events that you go through. Mm-hmm. And you know, to be able to have the resources or just to understand what are some next steps for you?
You know, I work with a lot of doctors. We all work with a lot of doctors that are like, you know what, I wanna take some more time off. I wanna go on vacation a little bit more. And oftentimes people start to take their foot off the gas and what we wanna do is just make sure that we create a plan so that that doesn't happen.
Is it time to hire an associate is it time for me to add another location? Should I expand my practice? You know. I would say our initial conversation is really just a discovery. at a minimum, please reach out to us five plus years in advance. Right. Let's think about what are some things to take into consideration.
If we can get five years great, three to five years, but if we're seven, 10 years out and you're thinking about it, you have that, that transition that is ideal for you. Let's just make sure that we're setting aside. All the necessary steps. And that could be, from a life expectancy, making sure that you, your family's covered, making sure that have things that are set up properly.
We have a lot of resources in our network, so it's never too early to start, but at a minimum, give us a couple years to make sure that we can help you create that roadmap so that you are transitioning on your terms, not the other way around.
Anne: Yeah. And I think dentistry's such a relationship business if you will, and I mean, it's, you've got all the, resources.
Like, okay, who would be a great financial planner? Who would be a great this and that, I mean, just because I mean word of mouth and referrals. For someone that's been in it for like Longer than 15 years. I mean, you've been in dentistry, how long you been in dentistry? 28 years in dentistry. I've known you before I even knew you at DDS match and, you know, so many people, it's like a, you a huge network of, resources that you have just
In your Rolodex or in your phone. So that's really cool to be able to reach out to you. And I think
Michele: that's really a, key differentiator for us at DDSmatch, all of us that are in our own geographies, right? So we, most of us, a lot of us have been previous leadership at Patterson Dental, or have been in our markets for a very long time.
everybody really needs to know that we're ingrained with the community, we're ingrained with the dental societies. We're ingrained. with the people that are in those marketplaces. So all of us at DDSmatch, you know, have our own circles of influence and people that we work with, but ultimately it really is about the relationships.
We're talking to new buyers that are venturing out on their next journey. So all of us are very deeply rooted in our communities for sure,
Anne: which is really cool, especially when you're buying and selling and or adding an associate or team members or all those things because. you want the legacy of whatever practice you're working with to live on to be able to bring somebody that's already kind of established in a certain community or wants to live in, you know, where I'm from, Dayton, Ohio.
you know, that's really special about DDS match, that you all have that community. 'cause a prophet in your own town ishard to attain. But you've done that with your reputation throughout dentistry and obviously through the years you've been doing DDS match or But I, I know that you're so keyed in 'cause look at all these women, these are beautiful women on your cover and this story is great. So go toDew Life and look, it's our winner 25 edition. Have you've seen Dentistry Change for Women in Dentistry and women in leadership? How have you seen this change over the years that you've been involved in dentistry?
Michele: Well, I think dentistry as a whole has just changed. You know? I mean, part of the challenge is, is that, you know, we,sometimes we,Work to live, not the other way around. in all reality. For us, I think that we get so focused on all the things that we need to do, that sometimes we don't harness on the opportunity to help ourselves.
And I think women in dentistry as a whole. Couple different things that have changed. Certainly it's created a lifestyle opportunity for female dentists, right? Yeah. Mm-hmm. Secondly, you know, now we're at a point now where the last five yearsthat more than 50% of the graduation classes are females in dentistry.
Anne: Mm-hmm.
Michele: So that dynamic of a practice has certainly changed throughout the years, but I think with it has just come such strength. From women in dentistry, including the women at DDS Match. But as a whole, I think that, you know, the entrepreneurial spirit is ingrained in a lot of us. You know, the ability to be able to multitask is certainly there.
Mm-hmm. I feel like a lot of the women aren't fearful of that, that they're welcoming, thatpractice ownership and the ability to maybe not be just a solo practitioner, but maybe create a space where they have a partnership or something. I think as a whole, dentistry has just been so fast and so furious in the last 15 years that a lot of dentists have a hard time keeping up.
And that's kind of where, again, us being in the communities, us being, together as partners, we do a group call across the entire nation once a week with all of us. Yes, match franchise owners. And we're sharing what we're seeing going on out there in dentistry. You know, we often say the doctors only walk through their back door because they're coming into the same location for 40 years.
Mm-hmm. And they only know that one space. So having a conversation with us and kind of getting an idea of like, what's the pulse on females in dentistry? What's the pulse on buyers in dentistry, how things are going out there. I think sometimes there's a perception that DSOs are taking over the world and that's not the case.
So yeah, being, have some discussions with doctors and understand there is a changing climate. But, you know, I have a, lecture that I do and it says private practice is alive and well, and that couldn't be better well suited for doctors to kind of reach out to us.
Anne: Yes. I love that. I've heard that it is kind of trending back to private practice and more appealing and I think it's becauseagain, women, they can figure it out and, you know, you said it, I mean, I thinkintuitively, women are more entrepreneurial and that's when, when I named a dental entrepreneur woman, I already had Dental Entrepreneur magazine, but I thought, well, all women are spinning 10 plates.
And that's my idea of an entrepreneur, right? We take it all on, we get, we keep 'em spinning and we can multitask. And Ifeel like women just innately are entrepreneurial. So, that's cool that they're finding ways to work it out and have the,work-life balance. And also to have a guide you know, you kinda need a guide.
'cause I think the graduating students are unaware of the opportunities because they're so head down into their books. and the clinical side of it, this is like something that just shout from the rooftop. So there's a way. A great path to go on.
Yeah. And
Michele: I would say to you, Anne, like that's a great point. Like when you say, when should people reach out to us? Mm-hmm. Keep in mind that like a lot of us in the communities, we're at the dental schools, we understand the fact that they don't get a chance to have much experience in thinking about practice ownership.
'cause they have to focus on the clinical. Mm-hmm. studies and their completion. But a lot of us are affiliated with a lot of the dental schools and we're going in and saying, Hey look, you know, here are some things to consider. At some point you may get outta school a few years later, get your experience in a dental office and you wanna be that entrepreneur.
So that's where we're saying we're starting with them and we're ending with them because a lot of that is, you know, that coaching and encouraging to say, okay, you have a good opportunity. As a business owner and what does that look like for you and how does it meet your goals? we work a lot with them long term.
Anne: Well, a couple things. I love the fact that you do the meeting once a week because that's like the do connect. I mean, whatever problems in that meeting is going to be solved right there. And then also just, aha, you don't know that's so rich if you're a consultant, I mean, that would be just,like.
getting your PhD and what'sgoing on in the dental industry while bringing 57 people from all over the country giving their input on that. And the other thing that strikes me is that, getting to know you sooner than later, I think that's just key. If you wanna have a successful career, you need a little guide.
And the other thing I love about what you all come from Patterson, or not all come from Patterson, but a lot of that, it's kind of nice to know how that works. Like what equipment to buy, what equipment not to buy. I mean, you have a,sixth sense there that a lot of consultants not working in.
a company like that have, that's a whole other, PhD if you will, when you're starting up a practice or coming into a practice and you've gotta buy equipment that suits you, right? I mean, that's another layer that you guys have that, I just wanna highlight because.
I think
Michele: important. Well, I think, I think to your point, like a lot of us understand what the financial, the clinical demands are of practice ownership. Mm-hmm. And,you know, for me, myself, I actually started in28 years ago doing startup m and a and acquisitions. So having that background and then the Patterson background, which a lot of us have.
and understanding what technologies to integrate and, taking a look at the office and seeing what the true opportunity is, right? It's almost like when you go into a home and you're saying, okay, here's the possibilities, right? Mm-hmm. And for us, know, a dental practice is, you know, you're buying that goodwill of that doctor.
But of course, anybody that's acquiring a practice wants to know, one, how they're gonna make it their own, and two, how they're gonna grow that. And so all of us at DDS match just have. I think on average we're like 25 years worth of dental experience. Across the country. Some more, some less, but for the most part, 25 years is, you know, quarter of a century of experience.
that we've been doing this for a long time
Anne: and experts. Yeah. And you love it. I could tell that from all those well, like going forward and kind of wrapping up here, what changes, do you think that we'll continue to see in dentistry, Michele?
Michele: you know, I think going back to your conversation, I think we all saw this uptick of.
A lot of acquisitions through a DSO model, For the most part we are continuing to see one, of course, the ever changing technology, right? That digital waterfall of technology that's coming into play. But I really, really think that, ultimately we've seen a lot of stabilization in the DSO market.
And a lot of doctors that are, same site owners, but maybe they're having multispecialists in their practice or they're having strategic partnerships with other people that they're going in business. Females in dentistry is certainly still gonna. continue to grow. But I would ultimately say that, you know, we're in an exciting time in dentistry.
obviously we all got through the post COVID, everybody's resilient. Dentistry is really on the up and up. And I would just say that, you know, for us, we're still focused on the private practice owners too.
Anne: that's exciting. very hopeful. I'm so glad you're on this today because, you know, sometimes you know, they've been a scarcity mentality or a little bit of like, oh my God the sky is falling.
And just so many things going on in the world today that there is such a great hope and that you feel so good about it. 'cause you're like so tied into. The tide, if you will of what's to come in dentistry. I wish I was a dentist sometimes, you know, I'm a hygienist retired, but I think I would've been so exciting.
This is an exciting time. IfI was a female graduating dentist, I would just. Lay out the plan. There's a, there's agreat article in the coming edition of,Dental Entrepreneur, the Future Dentistry, coming out by SharonDr. Sharon Parsons. She's past president of the ODA and she talks about how she stepped away to be with her kids, and so went two and a half days and she felt like a failure doing that.
And I think if she had had a coach like you guys. She could have felt really good about that and it all turned out great. She's like so glad that she had that. But you know, just to be able to have somebody help you navigate that or even to see that, that's a possibility if you have children and you can still have this great career, and I think I liken it with dental hygiene.
I, I did have a,two day a week, career and had side gigs, you know, to make extra money. But I had control of my time and my schedule, and it's possible, right? This is all possible to have a great career and still figure out how to live life to its fullest.
Michele: Yeah. And I would say just, I encourage people that, you know, there's 50 plus of us across the us.
Just reach out, reach out to your local DDS match business broker, have a conversation. It's, you know, I think sometimes. People think, okay, I'll call them when I'm ready. we're working with buyers, we're working with sellers and you know, for us it's a matter of creating the personal and professional goals that suit you and giving some recommendations on what we think could work for you.
we're advisors, you're an advisor. Everybody in in the Duke community is advisors. We all take a little piece from each one of us and we think about things differently and we make things better. You know, we have some really, talented individuals, the best in class, in my opinion, of course, in the dental industry.
But we don't know you're out there unless you reach out. And so I would just encourage people like, any phase of your career, pick up the phone. And I think that's kind of one of the things that I think that we all need to get back to, right? I think that's the hard part is that we're all so involved and what we're doing day to day.
That sometimes that's an afterthought and it should be the, forward thinking, for sure.
Anne: Forward thinking. Awesome. I love that. Okay, so how do they get in touch with DDS match? Tell us how we get in touch with you guys.
Michele: So a couple different things. You can either go to our website and on the website you'll see where it's under locations.
can see who your DDS match professional is. There's a big map that's all filled with green with all of our contact information on there. if you just go to dds match.com, know, we'll be at the do retreat as well. So I have the pleasure of speaking on the panel with some amazing entrepreneurs and women in dentistry.
Yes. So you can come find me there. If you're not registered for the retreat, you can get registered and then find us there. definitely go to your dds match.com website or you can call our one 800 number, which is on our website as well. reach out. You know, we're here to help. that's every phase of the career.
You know, if you're thinking about a dental transition, obviously call us sooner rather than later.
Anne: Just cheers to that success and I am excited that you're speaking on the panel Thursday night and it's about community building and influencing and all of those relationship building things that make a great career.
So, Michele, Gabriel, we'll be looking for you. I can't wait to see you in November. Everybody that's listening, don't forget to get your ticket. We have seats available and we are saving one for you. So, reach out to Dew Life. Our retreat is in Charlotte, North Carolina. 13th through the 15th of November.
It's gonna be amazing at the Valentine Resort. So we are all gathering 250 women. Just like you that have a great, that's right. Love for dentistry wanna build a career, or maybe even stepped out and just wanna have female retreat. So come and see us. And Michele, it's sucha joy to see you.
I can't wait to see you in November, if not before at a meeting. good luck to all the, DDS. Match people out there because they are making a difference and it'sreally great to see. So thank you so much. Yeah,
Michele: have our national sales meeting next month, so we'll all be full of information ready for the do retreat, butlike I said, don't hesitate to reach out.
You know, it takes a village and we're here to support everybody. So Ann, thank you so much for having me on today and I look forward to seeing you.
Anne: I loved it and I love you and thank you, Michele. I'll see you next time. Alright guys. Thank you.
