The other day, on our Monthly Practice Profit Accelerator Call, Kevin and I shared a story from one of our Superstar Doctors. She said the patient came in certain of needing nothing. Yet, after the new patient experience was complete, the patient just scheduled for everything listed on the comprehensive treatment plan.
She went on to say that one of her Team Members proclaimed afterwards, “That’s what’s supposed to happen! Just by following Scott’s process.”
They stuck to what works and now they have a patient ready to get healthy.
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Sure, I appreciate the acknowledgement. However, all of the congratulations and high fives goes directly to the team and the Champion Doctor because they implement without judgment and with the expectancy that it is all going to work out EXACTLY as it is suppose to with every single patient. This is why they perform at a high level and do it in style on their terms.
I give you this example because lately we have been talking about “selling” (or perhaps actually talking about “not selling” and instead influencing, motivating, educating, and compelling patients to believe they deserve the outcomes you can provide). So yes, selling people on solving problems and realizing possibilities.
This practice example is only possible because they are not afraid of – and instead proud of and look forward to – doing what it takes to move a patient forward by bringing them up to the same level and clinical philosophy of care the Doctor has for the patients they serve. They take responsibility for their patients and their decisions by way of taking ownership over their own actions and execution.
This is their sole focus every day with every patient. To win by helping patients see the value, potential, and reasons why they and their health matter. There is no other better investment than in themselves.
It begets the question…
What can you do better for your patients?
Where are you putting forth lackadaisical effort?
Do you let patient excuses become your excuses?
Where does your commitment wane?
What aren’t you doing that you know you should (that you have previously committed to, that you often do, just not always)?
And there in lies the greatest advantage for the ones who achieve and continue to grow… their relentless, and maybe even ruthless, commitment to CONSISTENCY by following the system and the protocols that lead to results.
I’ve postponed last week’s follow-up discussion about what each Team Member is specifically responsible to ‘sell’ their patients (and it is, as I said last week, absolutely NOT what you think). I’ll get back to that next week.
For now, I’ve interjected the most important topic you should routinely assess: your commitment to consistently (that means without fail or interruption) execute the decisions you have agreed to, the plans you have in place, the systems you’ve implemented, and the actions that lead to the results you want.
And as I often say, Champions do not need to be told but they do need to be reminded every once in a while. It’s no different than the best athletes practicing the plays daily and working on their fundamentals to ensure success every time they need to perform. And so should you.
If you want to know exactly what those fundamentals are for the very best doctors and you want to dive deeper into an accurate assessment over your goals versus your reality then you will find my newest Book the best place to start…
