On this week’s episode of the Dental Up Podcast, we sat down with Dr. Sanjay Ramoliya, DDS and discussed why having self-discipline and a strong will to succeed, can help open doors and help you achieve your dreams.
In this episode we talk about:
- His humble beginnings and his transition to the United States at a young age.
- What encouraged him to become a Dentist
- His experience in the US School System
- What encouraged him to move to Texas and why he loves working in smaller communities.
- He also shares his advice on how to stay financially on track and finally, his number one rule on purchasing new technology for his practice.For more information on Dr. Sanjay Ramoliya and his practice, check out his website at http://melissafamilydental.com
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Announcer: Ladies and gentlemen, this is the Dental Up Podcast, brought to you by Keating Dental Lab, a full service, award-winning dental laboratory. Each week, you’ll learn tips and techniques from real-world dentists. Bringing you in-depth interviews, motivating
stories, current events and sports. Here’s your host, Shaun Keating.
Shaun Keating: Hey everyone, Shaun here. Welcome to another episode of the Dental Up Podcast. Our guest this week is a graduate from the University of Michigan Dental School. He’s a member of the ADA, the Texas Dental Association, and the Academy of General Dentistry. Taking pride in his work, his practice features the most updated technology available including inter-oral scanners and digital X-rays. Practicing from Melissa, Texas, please welcome Dr. Sanjay Ramoliya, DDS. How’s it going, Dr. Ramoliya?
Dr. Ramoliya: Going well. Beautiful day. Nice talking to you, Shaun.
Shaun Keating: Oh dude, that’s so cool man. Thank you so much, I appreciate your time you’re taking today. I know how busy you are, you got a busy practice, you got a couple busy practices but thanks again so much. I always like to start off talking a little bit about sports and I know you’re a massive Michigan fan and tell me a little bit about your likes with Michigan. Which sports do you like, football, baseball? Tell me a little bit about that.
Dr. Ramoliya: Yeah, I’m a big football guy. We started out pretty bad losing the first week in South Bend. A lot of hopes were crushed the first week but we got the rest of the year to work on and getting it in the right direction. I’m a big football fan, went to Michigan for both undergrad and dental school and eight years, didn’t miss one football game so I’m a big football junkie.
Shaun Keating: That’s awesome.
Dr. Ramoliya: I go to a lot of [inaudible 00:01:56] tournaments where Michigan placed, last year, we got to the finals and lost but hey, we made it to the finals. We were the second best team, so it’s still better than a lot of them but yeah, it’s been, Michigan has been good to me and happy to be in Texas now.
Shaun Keating: That’s so cool. Yeah, I was watching that game. I was thinking of you, man because I know you’re a big football guy. Heck, we’ve been doing these fantasy football leagues together for many, many years and I know your passion but man, I just hate it, at the beginning of the season to lose that first one and Harbaugh man, like this is supposed to be his year. I think you guys were like six or seven-
Dr. Ramoliya: Fourth year.
Shaun Keating: Yeah.
Dr. Ramoliya: Yeah, well, and the thing is with him, his guys, these are hand-picked guys. This is his team at this point. He’s playing with his own groceries, you know?
Shaun Keating: Yeah.
Dr. Ramoliya: You’re going to cook, and you buy your own groceries. At some point, you got to put a good meal on the table, right?
Shaun Keating: Exactly.
Dr. Ramoliya: You got to buy everything in this thing. You got the money, you got the program, you got the recruits, and somehow he hasn’t found a quarterback, the offense has struggled but the defense has been solid, top five in the nation last few years.
Shaun Keating: Yeah, I think so.
Dr. Ramoliya: I think eventually he’ll get it done but we’ll see.
Shaun Keating: Yeah, it was tough. With Notre Dame, I didn’t think they were going to be that good. They looked pretty darn good, that coach-
Dr. Ramoliya: It surprised me, yeah, that did surprise me. Harbaugh, I mean obviously he’s a Michigan man but he made his name in coaching down in San Diego where you guys are.
Shaun Keating: Oh, I used to watch him all the time and what he did there was just amazing. Then even after that, everywhere he’s went, he’s won.
Dr. Ramoliya: Stanford and you know-
Shaun Keating: And then the 49ers, I mean didn’t they go to the Super Bowl with him and stuff, with Kaepernick?
Dr. Ramoliya: Yeah, they went to the Super Bowl, yeah, they took Colin Kaepernick to the Super Bowl.
Shaun Keating: Exactly.
Dr. Ramoliya: The quarterback that none of the NFL owners want to hire right now.
Shaun Keating: Yeah.
Dr. Ramoliya: He took that guy to the Super Bowl, that just shows you how much he got out of that guy and he benched Alex Smith.
Shaun Keating: Yes.
Dr. Ramoliya: I mean he benched Alex Smith over, so the guy has got it, he’s got it, it’s just he just can’t seem to translate it to the college game because the younger guys that he’s playing with, and the quarterback is his number one problem at Michigan. He just hasn’t had a quarterback but he can’t find it. He’s got to find one.
Shaun Keating: Oh, I know.
Dr. Ramoliya: He’s got to find that 16 year old kid in high school right now in two years that he can come to Michigan …
Shaun Keating: Absolutely.
Dr. Ramoliya: … And be that guy, you know?
Shaun Keating: Yeah, he should get that Jalen Hertz from Alabama. If that guy ain’t going to play, but again, I don’t know how great he is even. I mean you look at some of the guys that just came out like Baker Mayfield and Rosen and even Darnald, you know Darnald is going to be starting for the Jets but I don’t know, even too when we had Gaugh his first year, that dude was horrible. I mean I’m like how is he the number one pick and then Wentz went number two. I’m like dude, Wentz is like the prototypical perfect pro quarterback but then look what happened to him. He kind of got knocked up and then Nick Foles who was part of the Rams, he went and led them to the Super Bowl, Super Bowl MVP and now he can’t win a pre-season game for the life of him and he’s going to be starting.
Dr. Ramoliya: I still think Wentz will eventually win a Super Bowl on his own. I really think he’s that good. The dude, I look at Carson Wentz as rich man’s Philip Rivers.
Shaun Keating: Yeah, exactly.
Dr. Ramoliya: If you are a poor man’s Phiip Rivers, he’s a rich man’s Philip Rivers. He’s a quarterback that comes from a school that’s not very well-known for in college football, it’s just one of those guys but was buried under that program, they looked at him, drafted him at number two just like Philip. He was drafted number two, and I think it’s just one of those things that those two guys come from programs but they have a real talent to shine on a program that they otherwise, nobody would know these programs. You know what I mean?
Shaun Keating: Exactly. At Purdue-
Dr. Ramoliya: I think he’s a rich man’s Philip Rivers and everybody would take rich man’s Philip Rivers because the dude is phenomenal and they might even have a chance to go to the Super Bowl this year I think.
Shaun Keating: Yeah, [crosstalk 00:06:08].
Dr. Ramoliya: They will always be San Diego Chargers. They’ll never be LA Chargers. They’ll always be San Diego Chargers in those powder blues, that’s what I’m going to remember.
Shaun Keating: I love that powder blue, that’s my favorite color, man. I watched them because we lost to Rams for 20 plus years so we were big Chargers fans and they let us down every year in the playoffs. I mean they went in ’95, they went to the Super Bowl and they got spanked and it just, God, they just let you down year after year so I’m kind of glad we got our rams back and hopefully we can win some big ones with these guys. Yeah, it’s just amazing and I even think with Drew Brees, he came out of Purdue, the Boilmakers. I mean Purdue’s not really known for their football program really. What was Wentz? He was like North Dakota State or something?
Dr. Ramoliya: Yeah.
Shaun Keating: I’m like what the heck?
Dr. Ramoliya: Well, the thing is, you guys drafted Philip Rivers while you had Drew Brees has the injury and he went, I mean just everything, like I think everything turned out well on that situation. Philip Rivers got to do what he did with San Diego. Then obviously Drew Brees revitalized the New Orleans, because of Drew Brees, I can believe, I’m a Lions fan and if Saints can with the championship, Lions can win the championship. It’s going to happen. I don’t know when, it’s going to happen.
Shaun Keating: You’ve always loved those Detroit Lions too and those guys, the last time I liked them is when they had Barry Sanders. Man, that guy was so exciting when he played and the whole Megatron thing with [inaudible 00:07:45] kind of tough.
Dr. Ramoliya: When you wasted the careers of two greats, Megatron and Sanders man, if we’d done something during those two guys, we should’ve had a big one.
Shaun Keating: Then what about the quarterback? You still got that same quarterback in Detroit?
Dr. Ramoliya: Yeah, we still have Mathew Stanford.
Shaun Keating: Yeah.
Dr. Ramoliya: He’s good. I mean he’s really good. He’s just not in that extremely top tier. Like he’s not your Arron Rodgers, your Tom Brady level guy or Drew Brees level where he can just carry the team on his own. I still feel like he needs good defense for him to win. He’s good. I mean he makes the team a hell of a lot better. He’s the better quarterback we’ve had in the last 50 years probably so I’m not complaining but he’s not in the elite tier where he can take a crappy team and make it happen. He’s just not there.
Shaun Keating: Yeah, but they’re going to need a defense because defense wins championships like they say and it’s just something that he can’t do it all.
Dr. Ramoliya: You guys can do that with Jared Gough because you know what, Jared Gough ain’t that team.
Shaun Keating: No.
Dr. Ramoliya: That team, Jared Gough is just a conductor. He doesn’t know what happens.
Shaun Keating: Exactly. Hey our defense man was Sue and Tallub and all the new guys we got, we just got Darnold on back, Aaron signed-
Dr. Ramoliya: You got paid.
Shaun Keating: It’s going to be a fricken’ shut it down-
Dr. Ramoliya: Yeah, you got paid, hey it’s going to be good. Hey, Sue, when he was with the Lions, we had the number two defense before they signed a big contract with Miami and we entered the playoffs that year. I mean we were good, we had a chance. We were getting close and then the problem with NFL is though, if you get those guys who are getting close to the getting paid-type contract and they’re just going to move.
Shaun Keating: Yeah, but Sue, he was just nastiest player and dirty player and I never liked him but now he’s on our team, I love the guy.
Dr. Ramoliya: Just like everybody else, [crosstalk 00:09:30].
Shaun Keating: Hey same thing with like-
Dr. Ramoliya: [crosstalk 00:09:32], it’s not really about the team or the players, give me the laundry and I’ll root for it, put any guy in.
Shaun Keating: We want rings, baby. Just like LeBron, I hated that dude. Oh my God, every team he’d go to-
Dr. Ramoliya: Yeah, everybody’s a LeBron fan in LA now.
Shaun Keating: Pompous ass, but now he’s Lakers, I love him. King James? Heck yeah. He’s my favorite.
Dr. Ramoliya: Yeah.
Shaun Keating: I’ve always been that chump on a bandwagon baby. No. Hey, it’s going to change. I mean I was the biggest Laker fan gong down to Forum for years and then Staples Center, it’s been four or five years since even with Kobe towards the end, it’s like damn, I can’t watch you. He’d just shoot up 50 shots a game, and it’s just like he had no one surrounding him and then they got rid of Pau Gasol and it’s like that was it. Now it’s neat, I can’t wait for the Lakers starting again, basketball but man, it’s football time and I’m just so, hey, tomorrow night, baby, Thursday night it start man. Who we got tomorrow?
Dr. Ramoliya: Atlanta and Philly.
Shaun Keating: Yeah, Atlanta and Philly.
Dr. Ramoliya: It’s going to be a good game. Football is my game.
Shaun Keating: Yeah.
Dr. Ramoliya: It’s the game.
Shaun Keating: I know it is, baby. Well, that’s awesome. Sanjay, you’re the man, baby. I think that’s the longest sports we talked. We better get on some dentistry. These dentists are like, what the heck is this? These guys are talking sports, man. We want to hear some dentistry, come on. All right baby, so let’s Dental Up. Tell me, doctor, why did you get into dentistry and at what point did you think, “I want to be a dentist?”
Dr. Ramoliya: Well, I came to the United States in year 2000, April 10th. I remember that day. It was a cloudy day. I landed in Dallas Airport, didn’t speak a word of English. I was 17 years old.
Shaun Keating: No kidding.
Dr. Ramoliya: No, I had a lot of dental problems a year and a half before I came here. I come from a place where most people don’t have teeth by the time they’re 45-50 years old. My dad has no real teeth. Obviously, you know that you did his entire implant case.
Shaun Keating: Yes we did.
Dr. Ramoliya: Fourteen implants, upper and lower. I was just basically not educated about oral health at all where I come from. I was educated right when I was about 16 years old, how to take care of my teeth and how I can prevent cavities by a fine dentist in India and first time I went to the dentist, I had 17 cavities in my mouth.
Shaun Keating: No kidding.
Dr. Ramoliya: I loved sugar canes but part of it was just education. I didn’t know what I was doing would be that bad with eating it all throughout the day and stuff like that so I came to America. You don’t think kind of how life is going to go so you come in, you start working at McDonald’s or whatever and then I basically started on, and learning English. English as second language classes. I was always good at math and engineering. I was able to lucky enough, I got good grades and a scholarship with the Pfizer in biomedical engineering. I did my undergrad in that.
Shaun Keating: Good job.
Dr. Ramoliya: Then I worked a year for Metronics and then I went back to the job that I thought I would love and liked doing and I would have fun doing was dentistry so I applied to Michigan. I got in and did school for four years, 2010, graduated and that’s kind of how it started was basically more personal, more along the line of it. Obviously, it provides a good lifestyle and all that as well. I’m not going to sit here and say that I’m trying to change the world in that way but is a job that I enjoy a lot. I’m putting a smile on people’s faces and it provides well for my family. It’s a job that has been very influential in my life in a sense that we finished my dad’s case only two years ago, about a year and a half ago and me entire life, my dad’s never been able to eat the food that he’s been able to eat for the last year and a half.
He’s had five to six teeth my entire life. My mom made always two meals so sometimes we take teeth for granted but if you don’t have it, it can get pretty expensive to get them.
Shaun Keating: Oh, I bet. Oh, that’s totally true and I remember when we did that full rehab, that’s amazing, man. What a story to come here just like that, couldn’t even speak the language. Man, that just shows you man, America is the land of hope for sure. Anyone can do anything here and I just truly believe it.
Dr. Ramoliya: Yeah, I believe it, that this is the greatest country in the world. I don’t know a better place or I can’t even imagine a better place that exists that you can go, a kid comes in with nothing but a dream and just do whatever you want.
Shaun Keating: Exactly.
Dr. Ramoliya: I moved in a small Texas town, opened a practice, didn’t know a person. Put my name up, shingles, a start up practice [inaudible 00:14:18], the economy was just turning around out of school and I said, “You know what? Hey, people need dentists. If they need teeth problems, I’ll be the guy,” and I had people tell me, some of my friends told me, “[inaudible 00:14:28] small Texas town.” I said, “No, I believe in people. When people meet, they will treat you fair.” I have been given a fair shot in the state of Texas in Melissa, Texas and obviously I opened a second practice as you know about a year and a half ago. That’s all because people have, the community has given me a lot and when you treat people right, they give back to you.
You live by the small town, you die by the small town. No connections small town, and I’ve been able to make it work.
Shaun Keating: God, that’s so cool, Sanjay. I love hearing that, man. That’s just a dream come true for sure. Tell me about Melissa, Texas. Hey, our doctors in Texas, man. It’s always been that way in all my years, it’s just a robust state, man. They just always seem to be booming and quite a few different doctors in Texas and are all success stories it seems like and some small towns and some are in the bigger towns but tell me a little bit about Melissa. Now how’d you find that and where is that located like from Dallas or Austin or tell me a little bit about the area of Melissa.
Dr. Ramoliya: Melissa, Texas is a suburb of a suburb. We’re about 45 to 50 minutes from Dallas, the city of Dallas.
Shaun Keating: Oh okay.
Dr. Ramoliya: We’re the first town that once you start driving north, you get to a town called McKinney, which is going to have, it’s going to open this year, the most expensive football stadium for the high school team, about $68 million.
Shaun Keating: Oh, you’re kidding.
Dr. Ramoliya: Right behind my house, yep. That’s what we do, we build football stadiums for high schools here.
Shaun Keating: Oh, I know.
Dr. Ramoliya: It’s the most expensive but you drive north, we’re about 20 minutes north of that and any time northeast or west, it’s just mostly your ranch communities, your ranchers, your farmers, your small town people. A lot of people like the small town lifestyle those parents but they drive, mom or dad will drive to the suburb or Plano or something, Fort Worth because they want to live in two or four acres.
Shaun Keating: Okay.
Dr. Ramoliya: Or something like that. It’s a very old town. It’s growing a lot because a lot of people are obviously moving in right now and if you want a lifestyle that allows you a little bit more land, a little bit more privacy than your typical city, your neighbors on every corner, then this is the place, crime is almost non-existent. Everybody knows everybody.
Shaun Keating: Everyone carries a gun too, don’t they?
Dr. Ramoliya: Yeah, everybody carries a gun. I mean at my office, I have five employees, they’re all Texas people except for one, and I’m the only transplant and I’m the only one without a gun.
Shaun Keating: That’s so funny.
Dr. Ramoliya: That’s not because, I didn’t grow up with it. I go shoot guns with my friends all the time, but three of my assistants carry a concealed handgun at all times.
Shaun Keating: Can’t believe that. Good for them.
Dr. Ramoliya: They were born and raised in Texas. The thing is, it’s one of those things that you know, it’s a topic that a lot of the times, I have no side on that topic, the 2nd amendment. I’m right down the middle. I have friends on both sides of it. I don’t really but personally, I think the people that tend to carry the ones in my office, these people grew up with it since they were four, five, six years old. They were trained. For them, it’s purely protection.
Obviously, you put that gun into somebody who was mentally deranged, you get bad outcomes but these people always have that with them. They’re living in small towns. They’re driving on these small country roads. Sometimes they can’t get a cop for a long time.
Shaun Keating: Exactly. Take an hour to get out there.
Dr. Ramoliya: These guys driving north of my thing or west of my town, sometimes you don’t get a gas station for 35-40 miles or an hour.
Shaun Keating: Oh yeah.
Dr. Ramoliya: You’re in a different part of the world. It’s a huge state with four cities, but there’s a lot of smaller towns and you start to understand the life, the ranchers and some of my patients that tell me stories. You understand why they need to have some of the things that they do because they’re not always around places.
Shaun Keating: Absolutely. Now is there a lot of like oil derricks? I always think of Texas, man and like seeing oil derricks.
Dr. Ramoliya: Yeah, oil has been good but it’s been down you know with the prices coming down. Some of the old jobs are struggling. Not a lot of it. Most of the oil is in the western shell by Odessa and Midland and stuff. A lot of those people, I have some people that live in my town, they would go on it for a week, work there for a week or two weeks and come back like a lot of the guys who’d go do that but their family would still be living in this area because I think it’s called the [inaudible 00:19:17] Shell or whatever, where that is. They just don’t have a lot of housings, or it’s not really meant for like family in that way so a lot of those people just go but some of them have told me that it’s slowed down quite a bit over the last few years.
With oil prices starting to go up …
Shaun Keating: Yeah, exactly.
Dr. Ramoliya: … They keep me up on the oil prices. They tell me when they come in for their cleanings, you know, “Hey, I’m going to be going back out there for work, it looks like oil prices are going up.” It’s a love/hate relationship. When oil prices go up, some of the jobs come back and then people don’t like paying for extra gas.
Shaun Keating: Ah, that’s so funny. What about, are they fracking oil out there? Is that Shale? You know how they have to frack it?
Dr. Ramoliya: Yeah, fracking is big in Texas and Oklahoma, yeah. I’m only 40 minutes from Oklahoma border.
Shaun Keating: No kidding. OU, baby. There’s some football out there. What about Lidden, Southlake, Texas? Isn’t that a really good football high school?
Dr. Ramoliya: It is. Yes, Southlake is good. Southlake is your typical rich Texas high school.
Shaun Keating: Yeah, that’s my buddy. I got a buddy that lives out here, he works for Edward Jones, that’s my 401K.
Dr. Ramoliya: Yeah, that’s an Edward Jones type high school.
Shaun Keating: Oh is it?
Dr. Ramoliya: But you got your Allen Eagles, which is the town I lived in for a little bit, which is not too far from my office in McKinney but Allen Eagles, you know your [inaudible 00:20:33] Murray and couple of guys who are starting for Oklahoma this year, they are your in the Allen products. Allen and McKinney, Plano, all those high schools are going up big time in Texas football program because the trend has been, people have been moving more north. Now your Southlake is still one of your older, very rich history but also very expensive town so a lot of the new families don’t always move in there unless they have some connections to the area.
Shaun Keating: Exactly, it’s some big time money.
Dr. Ramoliya: Yeah, which is where I’m at or when you go to the northern side of Dallas, you just see a lot of [inaudible 00:21:13]. My practice has lots of people from California moving in right now because Toyota is moving their headquarters from California to Plano.
Shaun Keating: No kidding.
Dr. Ramoliya: That’s only 30 minutes from my office and so I have at least say 30 patients right now who live in my town but they work for Toyota headquarters now. They do HR jobs or whatever. One of the things they told is that they were just tired of living in a small area. They love living in two acres and they’re half the price of the housing they used to pay in California. They never dreamed of owning two acres.
Shaun Keating: Oh, so nuts, we live on like a 4,000 square foot lot with a 2,000 square foot house. I mean that’s the way it is and it’s like ridiculous. Like the medium house in Orange County, the average medium house is 800 some odd thousand dollars now. It’s like what the heck happened? I mean our children-
Dr. Ramoliya: Yeah, I’m never going to California just so you know.
Shaun Keating: What about, what can you get, what’s like an average home there? Like a three or four bedroom home, a couple thousand square feet, how much is it in Melissa to get a home?
Dr. Ramoliya: A couple thousand square feet homes are going to be very hard to find. Most houses start at 3,000 square feet.
Shaun Keating: Okay, say 3,000. We’re not used to that.
Dr. Ramoliya: Yeah, 3,000 square foot home with all the bells and whistles, you know typical, you can get around 4-450 in a suburb. In a more Southlake, it would be more around the 5-600,000. My sister lives in San Francisco north of San Francisco Bay, she’s got an 1,800 square foot home that they paid $1.2 million for.
Shaun Keating: That’s nuts.
Dr. Ramoliya: If you can get it in my area, if it was available for sale for about 250.
Shaun Keating: Can you believe that?
Dr. Ramoliya: Same neighborhoods. I’m talking about same schools, same type of safety, same type of services. We’re not talking about down run neighborhoods or anything like that. We’re talking about same level of everything but no mountains, no bay views. You’re going to miss out on some stuff. No wine country nearby. We give up a lot to get what we get but you can always take a flight.
Shaun Keating: Yeah, absolutely. And you can always-
Dr. Ramoliya: I’m a big Texas guy, you know. I like Texas a lot. I tell everybody to move in down here and come visit my practice and be my patients.
Shaun Keating: That’s Sanjay. I love that, man. You got a passion for sure, man. You definitely do. Tell me a little bit about when you started out, did you start out? Did you go in as an associate or did you start your own practice? Tell me a little bit when you got out of dental school and tell me about that.
Dr. Ramoliya: It’s a little long story but I’ll make it way quick. Basically, when I got out of dental school, I always had this mentality so my dad always worked for somebody my whole life. He always got a paycheck from somebody who would sign for him. I always wanted to be the guy who had my own destiny. I didn’t ever want a boss. That’s not always a good thing. Having a boss is good at times but I’m a hot-headed guy and I knew that personality suited for being an owner so I was in a deal with an older dentist in New Broncos, Texas, which is right between San Antonio and Austin and I was going to buy his practice so I had talked to him in my senior year of dental school. I moved down there. I moved my family, my parents were staying with me at the time. They were struggling so and you know, when you come out of dental school you have a lot of debt and everything.
He told me he was ready to retire, wanted to sell the practice. We had supposed to have a buyout done by December of my first year so I went into practice in July. By December comes and he takes a three-month vacation. He comes back and he realizes that he’s not ready to retire and then we had a 90-day notice we were supposed to give each other that hey, if it doesn’t work out. I gave my 90-day notice end of December, right at the beginning of the year and he tells me not to show up to work the next day because he obviously had been working full-time on his own in this practice for the last 30 years anyway.
Here I am with $315,000 in debt with no income. I took a pay cut just because I was going to buy the office. In New Broncos, I don’t know anybody and that’s when I decided that, that was the end of it and I was going to create my own future and whatever happens, if I fail, it’s on me but I told myself I would never buy an existing practice ever again.
Shaun Keating: No kidding, good for you.
Dr. Ramoliya: That’s just because me, young, naïve, stupid, Sanjay coming from school that just didn’t really care so I found a town, that’s how I found Melissa. I started looking in Dallas because I had some friends from dental school there and I would just go on the weekend. I went for full weekends. I would drive around all over Dallas and look for towns where I look at and say, “Do these people need dentists like me, what I could provide for them and would I be successful here?” I narrowed it down to three towns, Salina, Serana, and Melissa. Then I just ended up choosing Melissa. Just talked to the mayor and sounded like a good idea and I just put my name up, shingles, and called it a day and that’s how I started.
Shaun Keating: Wow, what a great story. Dude, that’s some balls man. I mean that’s what you got to do. I mean I was just-
Dr. Ramoliya: Sometimes you got to create your own way, man.
Shaun Keating: Yeah.
Dr. Ramoliya: If nobody [inaudible 00:26:08] somebody else’s dream was something I realized that when the doctor came back and told me that he wasn’t ready to retire and I need to associate five more years, I realized that I was in somebody else’s dream.
Shaun Keating: Yeah.
Dr. Ramoliya: I need to be in my own dream, create my own dream. I don’t need to live somebody else’s dream.
Shaun Keating: Well, you know and I was actually talking to a couple of my guys here who help me with my podcast, are younger kids and I was just telling them the situation of you know, I worked for someone for 17 years right out of school. You’ll live paycheck to paycheck and even when you start making more money, it’s a good thing to stay with someone and learn and do your thing but you’re never really, I just think America was built with the entrepreneurship of people that either got let go of their jobs or they had a big enough huevos to start their own thing but the best thing to do if you can is to start your own business and whatever you do to be the boss because-
Dr. Ramoliya: It was hard. First year was hard. I made $18,000 my first year as a dentist.
Shaun Keating: That’s crazy.
Dr. Ramoliya: Most dentists would make more than that as an associate right now and they would think I’m stupid. Yes, probably. You know what, eight years, fast-forward, seven years and I wouldn’t trade a damn thing.
Shaun Keating: Exactly.
Dr. Ramoliya: I would do it all over again the same way.
Shaun Keating: Everything-
Dr. Ramoliya: Yes, the first couple years of struggle, I made a lot of mistakes, don’t get me wrong. I was hot-headed but I did the right things and did right by my patients. I built a long-term patient base was standing behind me and if you do the right thing, treat people the right way, it will work out.
Shaun Keating: It will. It really will no matter-
Dr. Ramoliya: It’s not easy but it will work out.
Shaun Keating: That’s so cool. No, it’s so true. You know what, being your own boss you know, big risk but big rewards man.
Dr. Ramoliya: That’s right, big risk, big reward. Everything that goes down is on you, but [inaudible 00:28:01] rewards happen is on you too.
Shaun Keating: Exactly.
Dr. Ramoliya: In one place.
Shaun Keating: It really is.
Dr. Ramoliya: It’s not for everybody but if you can do it, like I said, it’s not for everybody but if you can do it and can take the plunge and your family situation or whatever allows you, there’s nothing wrong with taking the plunge.
Shaun Keating: That’s awesome, dude. No, I love that. On your practice then, so was it a build out or did you buy? Tell me how that worked out.
Dr. Ramoliya: So I rented a space in existing shell, this building was built in 2009, or 2007 and then the recession hit so the space was open for a while and I said it was for me I guess so I rented the space and then we did the build out in there and just for general dentists, we got four laboratories, [inaudible 00:28:42], you know, digital X-rays and things like that. Yeah, that’s kind of basically, it started kind of from scratch but I don’t own my building. The building existed. I renovated the inside. It was just basically a shell. There was nothing in there. We put everything in there.
Shaun Keating: That’s awesome dude, so what about on your next practice? What made you want to do that? Is it a different town? Is it far away?
Dr. Ramoliya: Yeah, this is in McKinney. One of the things, I am not sure where our profession is going. It’s just personal opinion of it, my feelings are I have a very loyal patient base right now but in my town, we have three dentists. We’re all private dentists but the profession is changing as you know, I’m sure [inaudible 00:29:26] of it as well, where I don’t know where we’ll be and I’m a completely faithful service in this small town. I’m on the only guy that [inaudible 00:29:34], the other other doctors take PPOs. Now we do take assignment but as time has gone on, I’m realizing that I don’t want to be 45 years old, get caught, where some change in the wind or corporation is moving in and then forced to compete with them on the prices and not have another option.
The second office I opened, it’s a PPO office and I’m just hedging my bets. It’s a same philosophy, we treat our patients the same, we use the same thing, actually we use the lab for everything with both offices. We’re not changing anything. We get a better fee schedule in that town because it’s a bigger town, in Melissa, we just wouldn’t get the same schedule anyway because they were based on zip codes.
Shaun Keating: Yep.
Dr. Ramoliya: I just wanted to get a partner, an associate, more like an associate just to get some flexibility. I love traveling. I love seeing the family when I go overseas. It’s harder to go away for more than 10 to 14 days from the office when you are the only owner.
Shaun Keating: Exactly, and there’s no money.
Dr. Ramoliya: I’m the only man so you know, being the man is a good thing but having a second man is also not a bad thing.
Shaun Keating: Oh yeah. Absolutely. I always tell the story about my brother, he’s an [inaudible 00:30:46] and he’s the only guy and when he leaves, there’s no money to be made when he goes on vacation. He’s like, “Shaun, when you leave, you got all your people working.” Man, you’re doing pretty good. I’m thinking yeah, it kind of sunk in. Like, “Yep, I can go to Cabo,” and I can say, “Oh, I did $120,000 today? What the heck,” and I’m on the beach having a margarita.
Dr. Ramoliya: Yeah. No, and it’s good to, it comes with a lot of work, right? Second practice is not for everybody.
Shaun Keating: No, it isn’t.
Dr. Ramoliya: You put a lot of work, but you put up front work, in five years, it’ll start to [inaudible 00:31:21] and then when you get a flexible day but I wanted to do it while I was young. I didn’t want to get caught with a situation at 40 when I didn’t have an option.
Shaun Keating: Absolutely.
Dr. Ramoliya: And 40 is not old, don’t get me wrong, but 40 is when you get complacent.
Shaun Keating: No, it does. I mean actually, I left my company where I worked at the lab and I started my own lab at 40 and it’s a tough thing. I dyed my hair and tried to make myself look younger and I was beat-
Dr. Ramoliya: You dyed your hair, man.
Shaun Keating: Oh, I looked like Arnold Schwarzenegger with kind of orangeish hair.
Dr. Ramoliya: I think you [crosstalk 00:31:53] me a picture of you dying your hair, man, before and after. I deserve that. You can send it to my email. You know my email. You can send it to my phone.
Shaun Keating: You can pull that up. I got a Dental Town-
Dr. Ramoliya: [crosstalk 00:32:00].
Shaun Keating: Yeah. I got a Dental Town cover of me like in like 2006 and shows me with this orange hair, my goatee is all bleached out.
Dr. Ramoliya: You started the same year your lab, the year I started dental school.
Shaun Keating: No, I started in 2002, my lab but-
Dr. Ramoliya: 2002 okay.
Shaun Keating: Yeah, we wanted-
Dr. Ramoliya: 2006 is when, okay.
Shaun Keating: Yeah, we were voted the best crown and dental bridge lab in the nation in 2006 and that was quite-
Dr. Ramoliya: Hey, speaking about your lab, I’ll tell you, I use it for my family. You’ve done two crowns on my mom, one implant crown on my mom, some in my sister, some in my friends. Two of my own crowns in my mouth are made by you.
Shaun Keating: Yeah baby.
Dr. Ramoliya: My dad’s entire mouth is created like entire work is created by you guys.
Shaun Keating: Oh man.
Dr. Ramoliya: I use it for me personally. You guys have been doing great work. I use, like I said, you’re probably the only lab I have used. I was using a local lab for a little bit but a lot of inconsistent results and the consistency is beyond phenomenal. I may send a crown back one out of 100 if ever.
Shaun Keating: Yeah, no, you just-
Dr. Ramoliya: You guys, the margins, the consistency. I mean I try to do my best to give you the perfect impression.
Shaun Keating: And you do, no, you do. You practice. You’re a fricken’ awesome dentist, dude. You really are, and so young into the field but the way you push yourself and the way you set yourself out and said, “I’m going to go for this,” and look at you, man. I mean you just, you had a passion for it and that’s just awesome because for a lot of guys now, they need to be in the trenches with somebody for five, 10 years just to figure it out. You just went balls to the walls and I love that, man. It’s a rare and it happens-
Dr. Ramoliya: I’m still figuring it out. It’s just people don’t know I’m figuring it out.
Shaun Keating: Nah, it’s confidence. You got to have it.
Dr. Ramoliya: Fake it til you make it.
Shaun Keating: I’m the same way, when I didn’t know it too much, I thought I did and I did my best to do it and that’s how you get experience and that’s how it works and good for you, man. That is really neat. I can see you opening up another practice in another little town and getting a couple more associates and I could just see it because you’re a real good business man and you know, you know your stuff but that’s awesome. How do you market? Well, your fee for service, and on both of them, how do you drive patients to the practice? Do you do social media, mailers? Tell me a little bit about that.
Dr. Ramoliya: I’m an old soul so I started out with mailers to the 11, 12, 13. That’s how I got base of my practice established. I’m probably not, I’m slowly getting one of my employees getting up in the social media but we weren’t really active in social media up until six months ago I would say. Right now, it’s not really our big, main factor but basically, my belief is that if you get your first 500 patients and you do everything in your power to make them feel like they are, and not just make them feel like, just treat them like they are your family, that you’re going to do everything that’s needed for them, and the rest of them just came because it was 500, just in here, their friends, their families, people just talking about it.
I’ll tell you a story, I started doing added ortho to my office because we have a lot of younger family, three and a half years ago. First year, I started five cases, second year I started 12 cases, third year 38, and this year, we’re on pace to start 100.
Shaun Keating: Yeah, are you doing that fast six-month stuff, or [inaudible 00:35:29], or conventional?
Dr. Ramoliya: No, this is comprehensive, yeah, this is a conventional comprehensive ortho that I’m doing on class one, class twos on kids between the age of say anywhere between nine all the way to 18-20 or whatever.
Shaun Keating: Wow, no kidding.
Dr. Ramoliya: I do very few adults. I have invested well over 1,000 hours in CEs [crosstalk 00:35:48].
Shaun Keating: Beautiful. Awesome.
Dr. Ramoliya: I went off [inaudible 00:35:51], the only thing, part of what I’m saying is that’s all without almost any marketing on the ortho. The other day I had a lady come in, she literally made an appointment on Tuesday and she wanted me to put the braces on her daughter on Wednesday.
Shaun Keating: No kidding.
Dr. Ramoliya: Literally, the price didn’t matter, nothing mattered, she already made up her mind and I was like I’ve never had a new patient come in and say, “Give me braces tomorrow.” That just doesn’t happen. Usually you come in, you do records, you go over the case. That’s kind of how I do it in my office and I’m like, “How do you know you want to work with me? I’ve never seen you before.” She’s like, “Oh, you did my friend’s daughter’s case. We’re going to do [crosstalk 00:36:24].”
Shaun Keating: Yeah, hey, word of mouth man, and internal-
Dr. Ramoliya: [crosstalk 00:36:27] that’s the key. The key is that if you treat these 100 cases right and they have friends, families, sisters, brothers, daughters. The thing with braces is, also with your crown and bridge, if you’re doing interior work, there you’re a walking advertisement. Your brother was an orthodontist. Can’t do a perfect root canal with an MB2, that patient will never be able to tell another patient that my orthodontist did the best root canal ever with an MB2.
Shaun Keating: Yeah, exactly because-
Dr. Ramoliya: That’s just not going to happen, right?
Shaun Keating: Yeah.
Dr. Ramoliya: But you got your braces on, everybody knows you go to the soccer practice, a kid’s mom is going to talk is going where, “Oh, he did great work,” whatever. Same thing, every time I’ve done [inaudible 00:37:05] work, you get a patient or two because of that, because these people when they get a smile done, they have their friends will look at them like, “Oh my God, that’s a beautiful smile. I want that.”
Shaun Keating: Yep, exactly, and they tell 10 people. It’s just the golden rule in a way that-
Dr. Ramoliya: Most of that is that, we’re doing some marketing, a little bit of mailers. We’ve never really done Google Adwords and the rest is just location. I’m relying on people coming to the parking lot.
Shaun Keating: No kidding.
Dr. Ramoliya: Because we have other restaurants and other businesses in the area and they just come to the parking lot and they hope one day that they call us.
Shaun Keating: No kidding.
Dr. Ramoliya: Hope and pray man. That’s my strategy.
Shaun Keating: Hey …
Dr. Ramoliya: [inaudible 00:37:42].
Shaun Keating: … I did the same thing, a wing and a prayer, baby, come on. What about, so tell me, what’s like the latest equipment you bought in your practice? Anything?
Dr. Ramoliya: Yeah, so I got the [inaudible 00:37:53] Tech Pan Sef 3D combo.
Shaun Keating: Look at you.
Dr. Ramoliya: It’s been, yeah, that’s really good. That’s been helping. I really don’t see myself doing a lot of implants. It’s just one of the specialties in dentistry that it doesn’t appeal to me even though my dad’s got 14 implants in his mouth was placed by a great specialist in the local area.
Shaun Keating: Beautiful.
Dr. Ramoliya: Yeah, but I love doing the restorative. I love doing the ortho and the style aspect of it. The endo and the oral surgeries, the implants have never really been my favorites over the years so the restorative I love obviously creating beautiful smiles. I work with you guys on that.
Shaun Keating: Yeah.
Dr. Ramoliya: Ortho, same thing. When you create a beautiful smile on a kid, it’s just the joy and the easiness of working with it so that’s kind of where I focus right now. A lot of my equipment that I’m buying these days are focused around ortho and restoratives.
Shaun Keating: What about scanning for impressions in the future?
Dr. Ramoliya: I think at some point, we might be a year away, I want to get a scanner. I’m starting to dabble into Invisalign.
Shaun Keating: Okay.
Dr. Ramoliya: I haven’t really done any yet. I’m doing some research. I’m doing things. Is it something right for my patients? Do people need it? Obviously, everybody gets it. I’m in a different area where we don’t have a lot of young professionals with a lot of young families so a lot of these kids are five, 10, nine, 12, 13, 15 years old is bulk of my patient base. Obviously comprehensive ortho is much more thing but eventually, I’ll probably get a scanner that can do both. That you can scan for the trays and also scan for the crown and bridge. You guys are using scanners now, aren’t you?
Shaun Keating: Yeah. Oh yeah, we love them. It’s just an amazing thing for the impressions and it’s just something, yeah, we’re big. We love Itero 3 Shape, True Def, pretty much all of them we’re using, and we’re up to about 10, 15% of our work is coming in that now digitally where it’s just so accurate.
Dr. Ramoliya: I’ll probably look into that in a year or two.
Shaun Keating: We’ll let you know as prices-
Dr. Ramoliya: I didn’t mean to cut you off, Shaun, I’m one of those dentists that as much as I love technology, I don’t like financing.
Shaun Keating: Exactly, no, you’re lean and mean.
Dr. Ramoliya: [crosstalk 00:40:08], now I have to be able to write a full check up front for me to buy an equipment or I just tell myself, “Hey, there were dentists out there in 1960s put a gold crown and still in service today.”
Shaun Keating: Exactly.
Dr. Ramoliya: [crosstalk 00:40:22] something, we’ve got all this technology so the workmanship is the number one no matter technology. Technology does help make it easy and it’s beautiful, technology is great don’t get me wrong but at the end of the day, you can’t discount the operator.
Shaun Keating: Exactly.
Dr. Ramoliya: Operator is still the most important thing in our field, same thing with the lab. Lab can have the greatest technology but the people working in your lab is not great, the crowns are not going to be good, the [crosstalk 00:40:44].
Shaun Keating: Exactly, that’s so good. I love it. That’s where I was actually, what are some of the dos and don’ts in your profession and I think you just hit it on the head, man especially, and you’re still pretty young now but man, you got your head on straight with you know, “Unless I can pay for it, I’m not getting it, is going to help me on my bottom line, make me more money, probably not to get those.” It’s going to help you practice a little smarter but at the beginning and first 10-15 years, just getting the [inaudible 00:41:09] and do your work and like when you’re in anything 15-20 years then, like same thing with me, my first 10 years, 2002 to 2012, I didn’t make a cent.
I mean we paid the bills and that was it and all our loans and all our loans got paid off at 2012. I mean it was like eight-year loans in 2004 when we built out and I got a million seven in loans and a small business SBA loans and you made nothing but it comes to you after that. You got to put your time in and don’t buy, and I bought. I bought the Cav Cam machines before the time was right. Those things $100,000 each and get three or four of those and in a year or two they’re worth nothing and this technology, you live and learn and we were pretty frugal the early years, very frugal.
Then when we started to buy some things, we even started a little too early. Like wait on that stuff, wait on it, wait on it, wait on it. At the end of the day, is it going to make you more money right now to have that or is it just going to be a burden on cost and like you said, it’s the practitioner, the old school guys that are in the trenches, stewing [inaudible 00:42:21] and cutting crown preps and using polyvinyl or polyether. It still works baby and it’s still there so-
Dr. Ramoliya: Well, I always look at it this way, I’m a more practical guy and you’re right, I’m a more practical guy, I’ll tell you this great story, also when you’re poor and you’re realistic, you justify it this way but I’ll tell you, 2007, iPhone launched, right?
Shaun Keating: Mm-hmm (affirmative).
Dr. Ramoliya: We had some students in my class whose daddies were dentists and it’s nice to have a dad who’s a dentist, trust me, don’t get me wrong. They get their iPhones, right, and things like that. There’s like five guys in the class with iPhones, nobody else has iPhones. They still [inaudible 00:42:57] everybody else is still using. They are the only adopters but the thing is, did they really have an advantage or do they really have anything. Nine, 10, 11, 12 is when they started to make them more mainstream and everybody still caught up to them so literally, they only adopters, they took maybe a risks and if the technology faded like those Blackberry people, you really don’t have anything new all over again, right?
Shaun Keating: Exactly. I have that Motorola flip phone, you know? You pull the antenna.
Dr. Ramoliya: Yeah, my point is that, how many water laced dentists out there, how any people who have something that’s just a door opener, you know?
Shaun Keating: Exactly.
Dr. Ramoliya: Hen the new technology comes, I love technology but at the end of the day, they do their trust but [inaudible 00:43:41] where I trust that things are going to get better with that, it’s going to be better for the patient long-term but on that S-curve, if you’re on that S-curve, I wait for that curve to turn a little bit and then I’m joining people. I don’t want to be too far behind the curve, but I also don’t want to be right at the beginning.
Shaun Keating: That’s smart.
Dr. Ramoliya: That’s my personality too. I’m not the guy that ever says you know like show me the money or show me the proof.
Shaun Keating: Yes.
Dr. Ramoliya: That’s it. Don’t tell me what it can do. Tell me when it’s done.
Shaun Keating: Exactly.
Dr. Ramoliya: Show me what it’s doing right now. Don’t tell me what it can do.
Shaun Keating: Good job, no, that’s good. Good advice there. What about for CE? What do you do? You go to any dental conventions or gatherings? Tell me a little bit kind of where you get your CE and maybe any practice management courses you’ve taken. Tell me a little bit about that if you could.
Dr. Ramoliya: I have taken zero Patient Practice Management Courses to this day and I probably won’t take any. Not that I don’t see a value in it, the problem is practice management is that I by mistake went to a Dallas convention, they were talking about practice management and the people who were giving the course, I only listened for 20 minutes [inaudible 00:44:59]. Nothing against it, it’s a job that they have to do but I am a dentist number one, I’m a business man number two, but I’m not a salesman. I have nothing to sell.
Shaun Keating: Good for you.
Dr. Ramoliya: I have people to educate. Yes, I want to manage my practice so that part but I feel like I am much more of a common sense guy, could somebody come in and ramp up the revenue a little bit more, yes but may not be the right [inaudible 00:45:26] my patients.
Shaun Keating: Yep.
Dr. Ramoliya: In a way, we use a lot of patient [inaudible 00:45:30], we use the OP for automatic open and set ups so for texting, online forms, things like that but very heavy technology in that way but no, we’re not, my number one philosophy from day one, I tell my staff, I tell my patient care coordinator, we tell the patient, “Hey, this dude needs a crown.” Why he needs a crown, we educate them how they can prevent so they don’t need crowns on other teeth over time and we give them a treatment but we tell them, “When you’re ready, call us.” We don’t ask them to make an appointment, we don’t do anything. We just ask them to make six-month cleanings, just to keep them on recall. Everything else they want to do is their choice.
We’re all adults, unless the kids are involved, I really stress the parents that, “Hey, this needs to get done,” but when it’s an adult, we educate, educate, educate. Give your treatment plan, you never get a call from us, you never call and say, “Hey, you came in six months ago, you still haven’t scheduled that crown.” We don’t do that. I have friends who do that. Nothing against it but I always believe in myself that I’m a dentist, I may be a business man, I’m an educator, my job is to educate people and guide them towards the right decisions for their health and for their well-being.
Shaun Keating: Beautiful.
Dr. Ramoliya: I’ve [inaudible 00:46:43] veneers because they can’t afford it or they need money put in elsewhere for root canals and crowns to keep their teeth clean first before they get veneers in the front teeth, things like that but my job is again, to educate, educate, educate, so I don’t do a lot of practice [inaudible 00:46:58], I do a lot of CEs that are for clinical side and even though I’m a pretty good business man, I feel like I do need to teach myself enough if I’m working on people’s mouths, they’re putting their trust on me, it’s my job to make sure I am extremely well-trained in those particular arenas to do the best job I can possible …
Shaun Keating: Beautiful.
Dr. Ramoliya: … Because they’re paying me a lot of money and it’s my job to do right by them because they don’t know what a difference between a Chinese crown or a [inaudible 00:47:27] crown is. I think it’s a sign of the times. At some point, the pendulum may swing back, we don’t know where we are and that’s the reason I opened the second office to buffer myself with a huge patient base. If something were to change drastically in our profession, at least I wouldn’t get caught red-handed at age 45-50 and then be like, “What do I do for 10 more years?”
Shaun Keating: Oh man, you’re going to be fine. I have a feeling you’ll probably get another practice or two and you’re going to probably be selling out by the time you’re 50 to some young dentist that wants to come and get those practices from you.
Dr. Ramoliya: Yeah, the goal is age 52. If I’m not out by 52, it means I did a lot of things wrong.
Shaun Keating: Nah, hey-
Dr. Ramoliya: That’s why I love dentistry, still the back and neck will probably take its toll by 52.
Shaun Keating: I know, there’s a lot of stress at dentist takes on his wrists and head and neck. It’s tough being hunched over those people all day every day, man but well, doctor, I can’t thank you enough, man. I love it. Where I don’t have to talk too much and the doctor just talks and tells us how it is, baby.
Dr. Ramoliya: That is probably because I talk a lot but hey, nice talking to you, Shaun, I hope to see you and you guys do great work. As much as I like you, if your lab starts doing bad work, I’ll probably switch.
Shaun Keating: I know.
Dr. Ramoliya: I haven’t had a reason to switch in years.
Shaun Keating: Hey, you’d let us know.
Dr. Ramoliya: My point is that I can like a person and still not like their work.
Shaun Keating: No.
Dr. Ramoliya: But you guys have been doing so great. I mean I hope to never use another lab in my entire career.
Shaun Keating: Oh, I love hearing that baby.
Dr. Ramoliya: So yeah, just keep doing what you’re doing and what you guys are doing, crank out the great work and I hardly have to ever worry about on the lab side. That’s the one thing I never have to worry about.
Shaun Keating: Oh man.
Dr. Ramoliya: Send stuff out, stuff comes back. It fits when we put it in the mouth and I literally mean, I cement my crowns in less than five minutes 98% of the time.
Shaun Keating: That’s so beautiful, man. We got to drop the mic on that, Dr. Ramoliya.
Dr. Ramoliya: Yeah. There you go.
Shaun Keating: Yeah.
Dr. Ramoliya: Easiest crowns ever. It’s awesome what you guys do. Obviously, you know it’s our job as a dentist to give you the best impressions so your labs can doing the right work but no, yeah, you guys do phenomenal work so I appreciate you guys.
Shaun Keating: Beautiful. Man, thank you so much. I know you got to get back to work. Thank you. God bless you and your family, man and anything you need, you let me know. You have my cell, you call me, you tell me anything you want and I’m there for you, baby, I’ll take care of you for sure.
Dr. Ramoliya: All right, Shaun. Talk to you later. Nice to-
Shaun Keating: All right, dude. Thanks a lot. Bye-bye.
Dr. Ramoliya: Bye.
: Thanks for joining us on the Dental Up Podcast show this week. Make sure to follow us on Facebook, Instagram, and Twitter or search the Dental Up Podcast on iTunes for our weekly feed. Don’t forget to visit keatingdentallab.com/promo for exclusive offers. Keating Dental Lab is a full-service dental laboratory and we’re nationwide. We’d love for you to send us a case so we can show you the Keating difference. If you dig what you heard, please leave a review on iTunes and we’ll be back next week.
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