 So you build your patience base that is in terms of your marketing plan when it comes to elephant dental clinic? Let's just say when corona came in, majority of our marketing, we used to do it as outreach. But when corona came in, you and I both knew that curtailed outreach, it curtailed social gatherings and all that. We had to switch to a bit of digital marketing and we even had to have trainings for our staff, myself included. There are things that I didn't know about digital marketing as opposed to the conventional way of marketing. But I would say the strongest mode of marketing for us is by word of mouth. Once you do good work, whether you show it out there on social media or by the client, a client will always send you someone. Once you just do good work and the client just feels that yes, that work is perfect, they'll send you someone. Alright, alright. So when you look at the space you're in, there's so much dental clinics. So how are you guys building value in your dental practice to make sure that you give your client health good quality? I always tend to tell myself that if you go to a qualified dentist, as far as the clinic or lock is concerned, we should be the same. We are both dentists. It's all about the extra mile that you'll go. At our facility we've always tried to grow a culture of friendliness. So that when you come in, you lose the mentality that you're in a hospital. Because sometimes not everyone wants to go to a dentist. Majority of people fear going to the dentist. So we like losing that fear. Once you walk in, personally I take close to 20 minutes before we even start anything. Just catch up. For you to just lose that fear or emotion that things are going to go south here today. Whether you come in pain or not, I tell you please. Before we do anything, we have to first of all lose that whole fear. Because once we start treating you when you have that whole emotion, you'll affect even what I'm doing. So at our facility it's just a culture of friendliness, a culture of homeliness. The fact that when you walk in, you lose that fear and mentality that yes, today I went to a clinic and things are going to go south. It is not so. So you ease up the tension. Yes. So when it comes to budgeting, how do you ensure that you stay on the budget as a company that you put in place? So how do you ensure you stay on the budget as a business? Let's just say, I'll use the example when we switched to digital marketing. There was a shake up in how we plan our finances because we had previously been using conventional marketing. But now with digital marketing there is a whole new platform to it. Let's just say we have someone. Because like I said, as far as doing mathematics goes, sometimes I also like being paid. Not saying that everything is mine. Then eventually realizing I've lived a life and it's a month and things are going south. Let's just say we've had to have someone whom we use as our financial advisor. Someone who can be budgeting for our finances. Because like I said again, for things like financial budgeting, when we buy all our materials and all that, it requires a bit of articulation on how we spend our cash. So let's say we have someone for that. Alon, you mentioned about the aspect of loan and the stories that you have had about loans. So did you go for the loan and which one did you go for in considerate to what you needed? And the reason I'm asking this question, I want to look at it at an angle of financial loans or even savings. Yes. Well, eventually after all the myths, stories, nightmares and all that, you face reality. If you wait that you will pull your finances until they get to that level, because every time you feel like you have enough, something comes up. Every time you feel you have enough finances, something crops up. And then again you can't just start up a business with an exact amount of finances. You require something slightly above. So eventually yes, we had to personally, I had to go to one of these financial institutions and yes. Was it helpful? Very, very, very, very. In the initial phase of the business, it was very helpful. Would you advise someone who wants to get into business to go for a loan? I would yes. And for what reason? I would, but I would again insist on discipline, on the money. Because again you would get money yes, it's a lump sum. It's a lump sum, you might, you have to act quickly. Because sometimes I'll speak for myself. Again I won't speak for everyone out there. It's a lump sum, you get so many millions in a lump sum. You might, you know, derail and start living the life. Then yes, later you start realizing the amount that I took a loan for, it did not end up where it was supposed to be. So you have to be very focused, very quick to avoid the issues of our cash. Alright. So we can have pictures of your practice running on our screen. And while you're waiting on that, let's look at a couple of achievements. Do you regret actually starting something you're getting into business after the transition from employment? Do you regret it? No. From whether we're headed up south horizontal, to be honest, it's the best issue that I ever made. Because when, like I said, when you see other colleagues grow, and you talk and they tell you what they've done to get to where they are, and you tell yourself yes, maybe in a few months or years I'll be in that position. I'll be in that office just now signing checks and just making decisions only. So when you see your colleagues succeed and you talk to them and they give you your story, the story that is. And you just, you feel motivated. Okay. You feel motivated that maybe in a few months, years or whichever amount of time that it will take, that will be you. Alright. Yes. So here comes my quick fire questions. Remember the quick fire questions they told about? Yes. So I gathered all my social media people, Palitwati Nimbani, and we came up with questions that you would like to ask you as a dentist. So how often should I visit the dentist office? Do I have to? Yes. You have to visit a dentist. I always give the example of a mileage. A car has mileage. I always give the example of a currently KDB. But on the same roads we have KAA. Ya, that's true. How does a KAA get to be on the same road with a KDB? Maintenance. Yes. So if a car has mileage, we also have dental mileage. You get me? I'm not telling you to come see me every week. As to how soon you should see a dentist, that's between you and the dentist to decide reason being why. If you come to me, I'll use a word that, due to lack of better English, when things are in bad shape, in quotes. At that time we'll have to decide yes. I can't let you go and come back after 10 years. I have to see you after a month. Just to verify that whatever idea that we've established today, you've been able to upkeep. But when you come to me, things are looking good. Yes, my looks good. Thank you. Yes. So for someone who's watching this and they experience this, that in the morning when they wake up, there's a lot of tooth sensitivity, like if I'm going out for a jogi, I can't really open my mouth because there's too much of tooth sensitivity. When it plays heat, then there's tooth sensitivity. What causes that and how can we take care of that? Sensitivity can be caused by so many factors. One of them being how you brush. If you brush using hard brush and use too much force, you can cause what you call geneval recession. Recession exposes a part of the tooth that was previously covered by the gums. When you expose that to the external environment, temperature changes, acidic environment, you can have sensitivity. Another issue that can cause about sensitivity is tooth decay, the cavities. The cavities, once they get too deep to the inaspects of the tooth, the dentin, you get sensitivity again. Then there's people who grind their teeth at night, they wear on top, when they grind their teeth, the people who grind their teeth at night, I'm sure you've heard of that, people who even due to stress, when they are a bit stressed, what do they do? Start grinding their teeth. What do they do? The tooth gets worn off. So there are so many factors that can lead to sensitivity. So I always advise when you have sensitivity, when it's so severe such that even the morning breeze is hitting you, you have to see a dentist. So the mokos, there are people who actually brush their mouth, their mouth literally probably after hours, but they steal the bad breath. How can we deal with that? For an issue of bad breath, I always say some self diagnosis is a bit hard. Google is our friend, they tell us that. When I get clients who come to me and they tell me, don't have bad breath, I normally ask them, who told you? Then they tell you, don't get me who? Distable and also friends, they say. When someone has told you it's okay, but when it's self diagnosed, for me, I have to wait. But for things like halitosis, that is bad breath, it can be due to gum issues, if you've not been brushing properly. Sometimes there are things we assume we know how to do naturally. One of them is what? Brushing our teeth. But we might be brushing even more or less than we are required to brush, but the issue is how we are brushing. Or again, we might be using the wrong type of brush. I was heading there. You get me? Yes. But again, like I said, there are things we assume we know how to do. But it's good that we have someone, a profession, show us how. To go about it. How to go about it. Okay, on the issue of brush, earlier you mentioned that one of the things that can cause tooth sensitivity is the type of brush that you're using is too hard. So what texture of a brush should we use? I always advocate for a soft brush. You use a soft brush, the required frequency, change it at the required frequency. She's required frequency? I always say between two to three months. You should change your brush. But again, all these things can be determined when you go to see your dentist. They can always advise you. If they feel the brush that you're using is not as effective, they'll tell you yes. Which brush are you using? Last time we changed it was when? Go change it today. The majority of those things, that's why I'm saying, the required frequency is between five to six months. But it is not engraved in stone. Should you go and things are a bit too off? Like personally when you come to me and things are a bit too off, I'll tell you no, I'm not going to see you in five months. Come in a month. Just for a review. Then after a month I tell you okay you've improved. Maybe see me after three months first. But now when you come to me and things are looking a bit super, you can see me in five months or six months yes. What causes bleeding of gum? Bleeding of gum is inflammation of the gums. What do they get inflamed again? Due to the brushing, if you don't brush effectively, there'll be accumulation of plaque on the gums. First of all when you brush or when you eat hard foods, so long as there's just some that touch the gums, there is bleeding. So again it's how you brush still. It all goes back to how you brush, how effective it is. Not even the frequency. You might be brushing even four times. But again like we said, sometimes we assume we know some of these things. But unless you're shown, you might be shown when you under. I wasn't brushing that way. That's why now. And we have also people who have dry mouth. So how can you help such people? With dry mouth sometimes it can be a consequence of the drugs they are taking. They might be taking drugs due to other diseases. And some of the side effects are dry mouth. So some of those issues like dry mouth we have to come and analyze. Are you another medication and those drugs that you're taking, do they have a side effect of dry mouth? So we have to rule out several factors and just check whether even the dots from the glands, whether they are blocked or not. So that we can rule out. You might not be taking any drugs, but the saliva it dots from your glands that empty into the mouth, they might be blocked. So we have to rule out several factors. Okay. So in this next question, I am so sure, Kenyans are so guilty in this. So when you want to remove something in between your teeth, instead of using a toothpick, which I'm not sure is also the right option, or even brushing your teeth, you always go for sharp objects. You get this in between your teeth. How harmful is this? I again want to say this. Removing things in between your teeth should be done using floss. Okay. Not sharp objects, not sticks. Sometimes you just somewhere eating a machova. And you just ask the guy bring me a piece of wood. You get me? Yes. Sharp objects, the toothpick is supposed to be used to remove things on top of the tooth. If you look at the back teeth, they have grooves, valleys and all that. You crash in a bone, something gets stuck in between. Not in between teeth, in between those grooves. For that one you can use a toothpick. But in between teeth, supposed to use floss. Okay. Yes. And actually the floss can even tell you whether you have bad breath or not. You use it then just smell it. Smell it? Yes. Okay. But for the toothpick you will use it, you will injure the gum. Oh yeah. Yeah. So no. And also feel that also plays a role when it comes to tooth sensitivity. If you keep using it in between teeth, you will cause some sort of erosion on the tooth. And eventually yes. Okay. Alright. We have really got educated on those quick questions. Thank you very much. A couple of challenges that you are facing as a business. Currently I would say, well, apart from well, one of them is corona. It's affecting all of us. It has increased the cost of being a business, especially in medicine because you have to keep sanitizing all the surfaces. You have to use an aerosol every now and then in the business. That has really affected how we do business. The other issue would be the cost of some of these materials. Majority of them are not found locally. Especially when it comes to things that have to do with corona. You have to keep importing them. And some of these, let's just say some of these issues, bring them into a country has been quite the challenge. So for us those two, yeah, they are biggest challenges. Alright. As you wind up, tell guys how they can, where they can find you, your location and also your social media handles. Okay then. Yes. Again, facility Elephant Dental Clinic, Kona House. Like the name suggests, we are located at Kona House on the second floor. Kona House is immediately opposite Hilton Hotel. So yes, for any and all the dental issues, you are most welcome to Elephant Dental Clinic Kona House on social media that is Instagram and Facebook. We are Elephant Dental Clinic Kona House. We respond to queries almost immediately. Our phone numbers are on 24-7. We have a website, Elephant Dental Clinic Kona House.co.ke You can use the website to make appointments and also ask questions. You are most welcome. Alright. Thank you very much doctor. Martin, Mashira for creating time to be with us and talking about the business aspect of dentistry. Thank you. Alright. So I would like to have your next day and go hail and help the world have a beautiful life. Like yours. Thank you very much. That is doctor Martin Mashira, chief dentist at Elephant Dental Clinic. So make sure you follow them across all the social media platform and visit them for further information and conversation. Right. So at Y244 Channel is where you can find us across all our social media handles at Michelle Mashira is where you can find me across all my social. We'll be right back with so much more right here on Why In The Morning entrepreneurship Tuesday.