Get These Three Things Right Article originally from February 24th’s 2017 FPC Weekly Newsletter
Get These Three Things Right and Most of Your Practice Challenges Go Away
Imagine having a thriving practice profiting $500k per year on a 4-day work week. Each and every month you are enjoying over 40k to handle your personal needs, taxes and investments. Do you believe that you would feel less stressed about the typical day-to-day challenges?
We all understand that financial stress blows all other challenges out of proportion and clouds our judgement. Once we gain a handle on this, we can view whatever is thrown at us with clarity, evaluate the situation and devise a plan of action to resolve it.
So, how do we get you to a point of high profitability as quickly as possible?
First, you need to develop your confidence. Nothing destroys momentum more than a lack of confidence. It hurts me to see how so many exceptionally educated, well intentioned practitioners lack confidence. Your prospective patients can feel this and it makes them shy away from accepting your recommendations. This lack of confidence can be altered quite quickly by trusting in yourself, quit worrying about what other colleagues might think, turn off the news and focus on improving yourself. For those of you who attended this last quarterly I spoke on “How to Build Confidence By Starting Off Your Day Correctly”. Here is the link to review Starting off your day:
Second, master your communication skills and presentation for pre-educating your prospects. If you get this right, everything else will go smoothly. Recently, Dr. David Adams wrote me a very special and personal letter regarding how his life changed over the last three years of working with my team and I. “Thank you for never letting off of me and reminding me to get back in the woodshed and practice my chops.” If your unfamiliar with this language, it slang in reference to musicians mastering their instrument. I’ve always used this in reference to your presentation and ROF consult. David never let his ego get in the way and always strived to improve. This is why he is one of our coaches today. Again, if you missed the conference, here is a link to review the dinner talk training. Dinner talk training :
And last, practice your initial consult until you can handle any possible challenge, objection and excuse thrown at you. Review the lessons and role play with your team. You should have these initial consult times scheduled into your weekly calendar. I would imagine that most weeks you have at least one spot that was either not filled or the prospect cancelled. When this happens, do this. Have one of your staff grab a chart, review the history and then role play that person as the prospective patient. I didn’t have to role play often because I had an average of 15 consults every week. This provides a ton of practice and plenty of different case scenarios to learn from. Check out the ROF training that Dr. Southerland taught at the quarterly. ROF training: