Episode 10: The New ULTRA Multifocal for Astigmatism Contact Lens

Podcasts

Dr. James (Jim) Hoffman, an early trialist of B+L’s new ULTRA Multifocal for Astigmatism contact lenses, shares his experience and best practices with this new contact lens for presbyopes with astigmatism.

About the Guest

Dr. Jim Hoffman graduated from the University of Houston College of Optometry in 1981 and was awarded fellowship in the American Academy of Optometry in 1985. Dr. Hoffman excels in pediatrics and advanced contact lenses and often lectures to his peers in USA and Canada.

Dr Hoffman is an independent practice owner with two practices in Orange Park Florida (south of Jacksonville), where he practices with his wife Dr. Karen Larson.

Episode Notes

Dr. James (Jim) Hoffman shares his experience with the new ULTRA Multifocal for Astigmatism Contact Lens from Bausch + Lomb. Dr Hoffman was among the earliest ODs to work with the lens. He’s been impressed with the lens and explains how it has helped him maintain an innovative edge in a competitive market environment.

He reveals his pre-marketing strategy for the lens including identification of which specific patient types are best, and which to avoid. Jim relays his experience in fitting the lenses and offers up advice to get the most out of this innovative new product, particularly for patients that have been frustrated with the challenge of finding a great solution for presbyopes with astigmatism.

He explains why the B+L fitting guide is important and shouldn’t be ignored.

Jim explains his approach to different patient types, including CL drop-outs, in the exam room conversation and shares his experience with adaption and patient follow ups. He reveals his “go-to” question to open the conversation on contact lenses in general.

Key Advice: “Don’t use your past experience to fit a lens that’s never been made before.”

Resources

ULTRA Multifocal for Astigmatism

Dr. Glen Chiasson

Dr. Glen Chiasson is a 1995 graduate of the University of Waterloo School of Optometry. He owns and manages two practices in Toronto. In 2009, he co-hosted a podcast produced for colleagues in eye care, the “International Optometry Podcast”. He is a moderator of the Canadian Optometry Group, an email forum for Canadian optometrists. As a host of “Eyes Wide Open”, Glenn looks forward to exploring new new technologies and services for eye care professionals.

Dr. Chiasson enjoys tennis, hockey, and reading. He lives in Toronto with his wife and two sons.

Dr. Chiasson splits EWO podcast hosting duties with Roxanne Arnal.

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Episode 9: Dr. Robert Allaway Discusses a New Exit Strategy Option for ODs

Eyes Wide Open, Finance|Wealth, Podcasts, Practice, Resources

Dr. Robert Allaway explains the Vision Alliance acquisition model, who’s behind it, and how it fits a need for practice owners that other models do not offer.

About the Guest

Dr. Robert Allaway is the Chief Optometry Officer of Vision Alliance, a new exit strategy option to help practice owners bridge the gap between full ownership and retirement. Robert is in private practice in Salmon Arm, BC where his practice has expanded over the years from a single location to three locations with four partners and two associates. He was on the Board of Directors of Eye Recommend for 12 years.

Dr. Allaway joined the Vision Alliance team founded by Ken Barbet, former Eye Recommend CEO. Vision Alliance provides a a unique option for practice owners to exit private practice with flexibility, while removing the operational burden of the practice owner.

Episode Notes

Robert explains the genesis behind the formation of Vision Alliance, including the roles of key principals and partners, including Ken Barbet, Deanna Hansuk and Patrick Cunningham.

He provides a full explanation of how the Vision Alliance model is centred and designed around independent Optometry and the practice owner. He explains the flexibility the approach offers to practice owners as well as the ownership opportunity provided to new entrants, and contrasts Vision Alliance to corporate models.

Robert drills down into a good level of detail on what a partnership with Vision Alliance looks like, including how it impacts operations, staff management, practice branding and marketing and more.

The financial model is also outlined, including the extent to which practice owners retain interest and how and when they can cash out.

Best Quote: “Vision Alliance is a bottom-up approach driven by the Optometrist.”

Resources

Dr. Glen Chiasson

Dr. Chiasson enjoys tennis, hockey, and reading. He lives in Toronto with his wife and two sons.

Dr. Chiasson splits EWO podcast hosting duties with Roxanne Arnal.

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Is This Really The Best Time To Buy A Practice?

Buying-Selling A Practice, Practice

ABSOLUTELY!!! And here is why. If your ultimate goal is to own your own practice, then do not pass on a good office because of the times we are currently in. An economic crisis can be the best possible time to invest in yourself! As an associate, this could be the moment you buy yourself a job because no one knows what life will be like once the doors re-open.

Every recession creates opportunities. And inaction does not mean safety in uncertain times. Rather than simply hoping things will get better, you should act to improve your situation and position yourself for growth when the things recover.

If you are an associate, your income has and will be controlled by the principal you work for. If you work in an office with the principal, there is a very high chance your schedule is going to be impacted particuarly because the principal will be in the negative due to the clinic being closed. Therefore, a principal may choose to work longer hours to make up for this. You cannot blame someone for choosing to work more or take the better quality patients when they have owned the practice during this financially critical period. Is it not better to be the owner of a closed office when the doors finally open rather than an associate waiting for the return of consistent hours?

Buyers are reluctant to spend money to make acquisitions during an economic downturn. However, downturns can be an ideal time to invest in your own practice.

1) As an associate, how long will it take for you to personally return to work? How long will it take you to return to your same level of billings prior to COVID-19?
2) The country’s key lending rate has now fallen from 1.75% at the start of the month to its current rate of 0.25%. The last time the overnight rate fell so much in the span of a month was in 1992. Therefore, prime rate as of today (March 31, 2020) is 2.45% and will most likely decrease by end of year. There has never been a better time to borrow.
3) The sale will not close until the doors re-open. Again, with the closures, revenue is not lost but deferred. By default, there will be a demand for visits.
4) During this time as you prepare to take over the practice, you can engage the team to brainstorm and generate new ideas that could help you when the doors re-open. After all, the employees of an established practice are on the frontline and have a lot of insight into patient and practice needs.
5) Yes, there will be stricter protocols required for infection control. That will not change regardless if you are an owner or currently an associate.

While our situation today is different from the Market Crash of 2008, it is worth noting that Warren Buffett in a 2008 Berkshire Hathaway shareholder meeting said that the market might go up, the market might go down, the economy might fluctuate, but there will always be intelligent things to do. What an empowering message!! He went on to further say, “In the 20th Century alone, we dealt with two great wars (one of which we initially appeared to be losing); a dozen or so panics and recessions; virulent inflation that led to a 21½% prime rate in 1980; and a Great Depression of the 1930s, when unemployment ranged between 15% and 25% for many years. While COVID-19 is something we have never seen, the fact is that globally, we will overcome it just as we did these other significant crises.

Buying an office now gives you the opportunity of time. Usually, when people are purchasing an office, they do not have enough hours in the day to plan a successful transition. A personal marketing plan rarely is made, staff training to ensure the smooth transition does not happen and you as a new owner do not have the time to develop critical business skills such as financial management, effective communication. If you buy an office that does not close until the doors are to open for business again, you have the benefit of this time to make serious and achievable plans.

History has proven that during challenging times that all the great fortunes were made. The most successful self-made people did not sit home in fear because of a financial crisis.

Ultimately, during tough times, it’s important to keep a positive outlook rather than focus on a bleak picture. It takes courage to invest in times of uncertainty, but if you do it wisely, you’ll see positive results down the road. The reality is that people will still need to see their Optometrist. Healthcare has proven its ability to manage during and post financial crises.

JACKIE JOACHIM

Jackie has 30 years of experience in the industry as a former banker and now the Chief Operating Officer of ROI Corporation. Please contact her at Jackie.joachim@roicorp.com or 1-844-764-2020.

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Episode 8: FYidoctors’ Al Ulsifer on COVID-19 and L Catteron Capital Injection

Eyes Wide Open, Podcasts

Al Ulsifer, Chair & CEO of FYidoctors shares his views on how COVID-19 may change optometric practice, and what the capital injection of over $100 million means to the FYidoctors group in a free-ranging discussion with EWO podcast host, Dr. Glen Chiasson.

About the Guest

Al Ulsifer graduated from the University of Waterloo as an optometrist in 1990. After graduating, he became one of the founders and the managing partner of Northern Vision Centre, which developed into one of Canada’s largest independent optometric practices.

In 2008, Al oversaw the creation of FYidoctors, which still stands as the largest business merger in Canadian history in terms of the number of companies involved. He was awarded the Ernst and Young Emerging Entrepreneur Award for Western Canada in 2008 and the Prairies Entrepreneur Award in 2012. Currently, Ulsifer serves as CEO & Chairman of the FYidoctors Board of Directors.

Episode Notes

Glen and Al discuss the impact of COVID-19 on optometric practice, including what the future may hold for online purchasing and tele-medicine in the industry.

They discuss direct-to-consumer brands and capital investment, including Warby-Parker, and the difficulty these companies are facing in meeting investors’ expectations even before the COVID-19 event. (See link in resources.)

On the recent announcement of an minority equity stake by the L Catteron group, Al explains what it means to the group and the individual practices as well as the implications for eye care in Canada as a whole.

Key Quote: “Being doctor controlled has always been our story and continues to be.”

Resources

Dr. Glen Chiasson

Dr. Chiasson enjoys tennis, hockey, and reading. He lives in Toronto with his wife and two sons.

Dr. Chiasson splits EWO podcast hosting duties with Roxanne Arnal.

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Financial and Legal Experts Provide Practice Owner Advice

Finance|Wealth, Resources, Tax & Legal Matters

A live webinar, “Financial Advice for Turbulent Times brought financial and legal subject matter experts to provide information on the newly available federal government COVID-19 support programs and provide a perspective on the longer-term impact on practice value. The webinar was sponsored by BMO Bank of Montreal and ROI Corporation, Canada’s largest health professional brokerage.

Many questions posed by attendees are of interest to all practice owners. Below, we have recapped the key points and questions for the benefit of practice owners.

The Canadian Emergency Wage Subsidy (CEWS) and Canadian Emergency Business Account (CEBA) were the key topics reviewed.

The experts noted that both of these programs are very new. The government announcements are made with high level bullet points that don’t often drill down into the necessary details that clarify the benefits.

The general advice to practice owners is to make the claims even if there is some uncertainty as to the eligibility or requirements. If in doubt… SUBMIT THE CLAIMS.

Canadian Emergency Wage Subsidy (CEWS)

The CEWS provides a wage subsidy of up to 75% of wages for retained employees to a maximum amount of $847 per week retroactive to March 15 until June 6.
There are two key eligibility factors:
- Employers with an annual payroll of $50,000 to $1,000,000
- Show a 30% year over year decline in revenue for the periods of March, April and June.

Canadian Emergency Business Account (CEBA)

The CEBA provides a $40,000 line of credit with specific terms and conditions.
Balance owing as of Dec. 31, 2020 is converted to a 5-year term loan until Dec, 2025
The is no interest until Juan 2023, and thereafter 5% interest
If 75% if the loan is paid back on/before Dec. 31^,2022 – 25% of the loan is forgiven
Apply to the CEBA through your principal business banking institution

Q&A recap:

Can the CEWS be used to pay ourselves as practice owners?
So long as the practice owner is on the payroll it appears as though the CEWS applies. Employers will be asked to provide a summary T4 report for the year 2019 to provide evidence of payroll eligibility.

As a business owner am I eligible for CEWS benefit?
IF you are on the official payroll of the business, YES, otherwise, the rules are not clear. Individuals including self-employed and independent contractors experiencing loss of income due to COVID-19 should refer to the Canadian Emergency Response Benefit (CERB) program to check eligibility. https://www.canada.ca/en/services/benefits/ei/cerb-application.html

What if I have one employee and the annual salary falls just below the $50,000 threshold?
While technically short of the total annual wage eligibility, the advice is to apply. The “rules” are fluid and may be adjusted in the future. There is no harm in applying.

I hired staff before the COVID-19 crises and they did not start, is he eligible for the CERB?
This situation is not covered under CEWS. We suggest to refer the person to CERB (see above). As written so far, he is not eligible for CERB, but as mentioned, the rules are fluid and subject to change.

Are professional corporations eligible for the CEBA?
YES.

What other eligibility requirements are there for the CEBA?
As with the CEWS, business require to have an annual payroll of $50,000 to $1,000,000 to be eligible for this load.

As a business owner not on the payroll can I receive the Canadian Emergency Response Benefit and the Wage Subsidy?
You cannot “double dip” into these programs. If you are on the business’s payroll, the CEWS applies. IF not, you should evaluate the CERB.

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Keeping Remote Associates Engaged and Motivated

Human Resources, Managing Others, Webinar

Nava Sarooshi, President of MDP Corporation, lays out a prescription for keeping practice associates engaged and motivated under the constraining circumstances of COVID-19 closures and stay-at-home directives.

CLICK HERE TO VIEW THE RECORDED WEBINAR.

Sarooshi advises owners consider their practice culture and above all, ensure that practice leaders remain authentic to their own style and remain calm. She lays out a specific plan-o-gram of Monday – Friday activities from which practice owners can choose to implement. Saroochi emphazises that consideration must be given to the various ages and stages of practice associates in choosing which activities will be most effective.

Her message, “Don’t underestimate how you can strengthen your team’s coherence and culture! Don’t be afraid to share your anxieties, hopes and dreams.”

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Insight with Robert Allaway

Insights

Dr. Robert Allaway is the Chief Optometry Officer of Vision Alliance, a new exit strategy option founded by Ken Barbet, former Eye Recommend CEO.

Robert is in private practice in Salmon Arm, BC where his practice has expanded over the years from a single location to three locations with four partners and two associates.

He was on the Board of Directors of Eye Recommend for 12 years.

Dr. Robert Allaway

Optometrist

Optometry, University of Waterloo

Chief Optometry Officer of Vision Alliance

Where do you see your practice / eye care in 10 years?

I graduated in 1996 from U Waterloo and there really aren’t many things that have stayed the same in our field since then. Technology has changed our role from GATHERERS of data to INTERPRETERS of data. I expect that this trend will continue which will lead to better patient care and, hopefully, an increase in our scope of practice. On the business side of things, we will be facing increased pressure from outside forces so we will be need to evolve our business model or risk becoming obsolete.

What changes do you see in eye care coming down the pipe?

The recent move towards specialization within optometry will continue I think. Vision Therapy clinics, Dry Eye clinics, Low Vision clinics, etc. will become even more prominent – either as a stand-alone model or as a ‘clinic within a clinic’ model. There will always be a market for traditional optometry but alternative models will become more common.

What is something you have done in your practice to set you apart?

It sounds somewhat cliché by now but we really focus on creating a great experience for our patients. Great service is the new norm so it’s critical that you go beyond that if you want to stand out and earn the trust of the patient. We have found that the best way to create a world class experience is to establish an excellent culture within the practice. Take care of your team and they will take care of your patients.

What advice would you give a new grad today?

I speak with optometry students every year as part of my Eye Recommend and Vision Alliance duties and their biggest concerns seem to be related to the business side of optometry. All of the OD schools do a great job training the clinical side of our profession but most of them fall short in the business education area. I HIGHLY recommend that new grads (or OD students) find a good mentor who is willing to help educate them. Join a group and take advantage of the networking opportunities or reach out to an expert who can guide them through the difficult patches. There are literally thousands of us who have owned a practice – no need to make all of the same mistakes that we did.

Last time you laughed?

Laughter is a huge part of my day. I laugh with family, with my team, and with my patients. Laughter makes everything better.

If you had a time machine what year would you travel to and why?

Well, at this point I would have to say that I would travel back to early 2019, go to Wuhan, China, and persuade them to test everyone for a new Coronavirus.

Describe your perfect day.

Sunny spring day (warm but not hot, no bugs yet); drive my restored 1983 Land Cruiser into the bush with my wife and dog; long walk in the mountains; ride my bike home; cook a great meal for my family and enjoy it with a great craft beer on the deck overlooking the lake. Actually, that was yesterday.

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Insight with Daryan Angle

Insights

Graduated from UW in 2001 and toiled a for a very short period for others before succumbing to his entrepreneurial bent by joining the IRIS team as a franchise partner in Waterloo.

Dr Angle rose to the corporate echelon of the IRIS Group and now serves as VP business development for the group.

Keep reading to find out how Dr. Angle envisions his perfect day and which business leader he most respects.

Dr. Daryan Angle

Optometrist

Optometry, University of Waterloo, 1996-2001

Physics, University of Alberta, 1994-1996

Why did you choose your field?

I always had a love and natural inclination for science and could never decide which area was more interesting physics, chemistry or biology. Optometry required all 3 subjects as prerequisites. I also wanted to work with people and own some kind of business. Optometry just fit. On top of all that, when I was a teenager it seemed that my childhood Optometrist was the most relaxed and happy adult ever.

Where do you see your practice / eye care in 10 years?

The confluence of digital commerce, and bricks and mortar will blend the online with the in-person (omnichannel). That seamless transition between these spaces back and forth will be a key part of my practice in 10 years. Artificial intelligence will also be present, facilitating disease management, and eyewear dispensing thus allowing for more quality human interaction with patients.

What changes do you see in eye care coming down the pipe?

Telemedicine will play an increasingly important role in servicing remote communities.

What is currently the most exciting thing in your field to help patients?

OCTs have been a game changer for early diagnosis and more precise understanding of retinal health.

What is something you plan on implementing in your practice this year?

Facial scanning technology for frame selection and bespoke custom frames.

What is something you have done in your practice to set you apart?

We have always provided a patient-centred, fully integrated eyecare and retail eyewear experience. The experience has been an evolution over 30 years and continues as technology can be leveraged to address a patient’s needs better and with high perceived value.

What business books would you recommend other ECPs read?

How to Win Friends and Influence People by Dale Carnegie

The Personal MBA by Josh Kaufman

Onward by Howard Schultz

Never Split the Difference: Negotiate as if your life depends on it by Chris Voss

The Laws of Human Nature by Robert Greene

21 Lessons for the 21^st Century by Yuval Noah Harrari

Ego is the Enemy by Ryan Holiday

What advice would you give a new grad today?

Know your values and find the best environment to practice that fits those values.

What is your definition of success or what habits make you a successful person?

When the work you do doesn’t feel like work and you can still provide for and spend quality time with your family. My success is based on the understanding that time is more valuable than money and decisions in life, must be made to leverage time in the most effective manner.

Which ECP speakers/leaders do you admire?

Dr. Francis Jean the late founder of IRIS was the ECP leader I admired throughout my formative years as an Optometrist and a leader. Now I would have to say I look at leaders outside of our industry. Howard Schulz, the founder of Starbucks is someone I deeply admire as he has built a great brand that is human and refined and continues to innovate and deliver high perceived value to its customers.

What is your favorite TV show / Netflix series?

Peaky Blinders on Netflix. It combines the best elements of a flawed protagonist, period setting ( early 20^th century), drama, action and a modern soundtrack that fits.

Last time you laughed?

Tickling my 2.5 year old son, Sullivan. There is nothing more joyous than a belly laugh of a toddler.

What was your latest indulgence?

Dark Chocolate Peanut butter cups from Trader Joe’s

What’s your Favorite food?

Trini food – Curried goat, and Doubles especially

My mom is from Trinidad so I grew up with that food.

Favorite past-time/hobby?

Listening to Audio books. Since I discovered Audible I became literate again, having read more books in the past 3 years than the previous 10. I love walking outdoors while listening, often on my way to the office and home.

What’s your favorite 80’s jam? (or decade you graduated high school in)

1980s

Dancing in the Dark – Bruce Springsteen. I recently watched the movie Blinded by the Light and was reminded of Springsteen’s genius.

Wake Me up Before you Go-Go – Wham! This song makes you want to get up and dance no matter what.

1990s (High school)

Loser – by Beck. The combination of genres and quirky lyrics just blew my mind at the time.

Cannonball – by The Breeders. I was a grunge kid for sure, a sucker for guitars with pop-py hooks.

What would you do if you won 10 million dollars? What would you do with your practice?

Spend more time with family and friends. I would continue to practice part time as there is no activity more satisfying than seeing patients.

What was the last gift you gave someone?

Gold earrings to my wife for Valentine’s day

How have you changed since high school?

I listen a lot more than I speak. Thanks to my wife Jill, I have become way more self-reflective and flexible in my thinking.

Tell me something few people know about you?

I used to perform Slam poetry in Vancouver in the early 2000s.

Describe your perfect day.

Wake up after 6.5 hours of uninterrupted sleep (between 6-6:30am). Do yoga and meditation for 20 minutes. Drink a cup of coffee from freshly roasted then ground espresso beans made in my aeropress. Make breakfast for my kids. Go weightlifting at the gym followed by a sauna and cold shower. Have breakfast as lunch with my wife at an all-day breakfast restaurant. Go for a long walk somewhere in nature. Play with my daughter and son outside. Go out for dinner with my wife followed by binge watching a tv program we both enjoy.

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Special Episode: COVID-19 Crisis and Impact on Practice Value

Eyes Wide Open, Podcasts

Jackie Joachim, COO of ROI Corporation has solid advice for practices under the assault of COVID-19.

About the Guest

Jackie Joachim is the Chief Operating officer for ROI Coporation. ROI specializes in assisting healthcare professionals in the Optometry, Dental and Veterinary spaces appraise and sell / transition their practices.

Episode Notes

While COVID-19 is an unprecedented event, Jackie recounts the experience of previous shocks to the economy including SARS and the 2008 recession, and opines on how the lessons learned may apply.

She emphasizes the imperative to remain positive and indicates what things can be done now to prepare for the return to business when it invariable comes.

Jackie has some easy-to-implement tips on how practices can maintain a positive connection with their patients and staff to ease the burden of the COVID-19 crisis, and support the emergence of a stronger practice when the crisis abates.

Resources

Dr. Glen Chiasson

Dr. Chiasson enjoys tennis, hockey, and reading. He lives in Toronto with his wife and two sons.

Dr. Chiasson splits EWO podcast hosting duties with Roxanne Arnal.

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Special Episode: Employment Legal Issues Around COVID-19

Eyes Wide Open, Podcasts

Paul Martin, founding partner of Wilton Martin Litigation Lawyers, shares his views on how health care professionals might approach labour issues arising as a result of the COVID-19 mandated practice shutdowns.

About the Guest

Paul is a founding partner at the law firm of Wilton Martin Litigation Lawyers. Paul provides civil litigation representation and advice in a broad range of matters to both businesses and individuals, with a particular emphasis on employment/labour, commercial litigation, professional discipline and health law. Paul devotes a large part of his practice strategizing with his clients to ensure that they avoid the litigation process altogether. However, when litigation is necessary, Paul will work tirelessly to protect his clients’ interests.

Episode Notes

Paul Martin shares his experience in dealing with employment matters in health professional corporation settings. He discusses the conflict between doing what business owners might want to do versus what they are doing given the financial realities of the COVID-19 shutdowns. He explains why the current situation is exceptional and what he is advising clients regarding staff layoffs. Martin outlines how the standard layoff provisions apply within the Employment Standards Act (Ontario) and what the consequences might be if layoffs are extended beyond the period defined in the Act.

Resources

Dr. Glen Chiasson

Dr. Chiasson enjoys tennis, hockey, and reading. He lives in Toronto with his wife and two sons.

Dr. Chiasson splits EWO podcast hosting duties with Roxanne Arnal.

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Episode 10: The New ULTRA Multifocal for Astigmatism Contact Lens

About the Guest

Episode Notes

Resources

Dr. Glen Chiasson

Episode 9: Dr. Robert Allaway Discusses a New Exit Strategy Option for ODs

About the Guest

Episode Notes

Resources

Dr. Glen Chiasson

Is This Really The Best Time To Buy A Practice?

JACKIE JOACHIM

Episode 8: FYidoctors’ Al Ulsifer on COVID-19 and L Catteron Capital Injection

About the Guest

Episode Notes

Resources

Dr. Glen Chiasson

Financial and Legal Experts Provide Practice Owner Advice

Keeping Remote Associates Engaged and Motivated

Insight with Daryan Angle

Dr. Daryan Angle

Special Episode: COVID-19 Crisis and Impact on Practice Value

About the Guest

Episode Notes

Resources

Dr. Glen Chiasson

Special Episode: Employment Legal Issues Around COVID-19

About the Guest

Episode Notes

Resources

Dr. Glen Chiasson

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