Back in the saddle, as the saying goes. Here we are one full week in and probably that is just enough time to realize the Holidays are over and one out of the fifty-two weeks was nothing but a blur.
Your goal of course should be to keep the rest of the year from being a blur too.
Last week, I reminded you how important it is to use the Success Calendar to keep your focus at the onset and conclusion of every day so that you avoid this problem of having days turn into week and weeks turn into months and … well you get the point.
Great months are made from great days piled on top of each other. Great years are made from great months doing the same. You win this year one day at a time.
If I were you, before I’d go another hour into 2018, I would redefine, reassess, refocus on what makes a day “great” for you and your team.
In other words, you should be very clear about what needs to occur every single day in between the start and the finish that will lead to your overall results that you have committed to achieving.
I recommend goals that are tied to either 3 or 4 months and then broken down by each month’s revenue to achieve that goal.
To set out and say every month we are going to do X dollars times 12 months is not very realistic and it gives you nothing to stretch for. The last 3-4 months of the year should not be the same as the first 3-4 months. If you are following my growth methods and principles, you understand the concept of reverse engineering.
Last week, I talked about having a playbook for success. Just like winning the Super Bowl – if you make this year your super bowl, you have the great fortune of not having just one day decide everything for you, but you have all of your clinical days.
Here’s the thing: just like a football team, every minute of every quarter of every game of every week led them to the possibilities of the playoffs and ultimately the super bowl. It is the execution of each team member on every play that results in scoring points and winning games.
So, all that to say, what are your “daily focuses” in order to achieve victory?
The obvious…
How many new patients scheduled on calls / referrals today?
How much treatment was presented and scheduled out of each column from each team member?
How much did we collect today on future treatment + collections in general?
Where are we at in the progression of achieving our monthly goal?
Did we (are we) scheduling to goals with allowing room to exceed that baseline?
It doesn’t get much simpler than that. There is also reactivation numbers, there is specialty cases created from within, there is hygiene treatment from the operative side and vice versa.
Then we have things in general that drive growth in your practice through referrals and other things such as hand written cards, sending gifts, doing follow-ups, family audits, etc.
And of course the entire theme of the year should always be: what can we do to increase case acceptance…
Do more pre-education
More engaging photographs
More thorough chart reviews
More meaningful conversations
Provide more testimonials initially
Take more control on verbiage and follow-up
Be more attentive to new patients
Work on triangles of trust and tag teams
With all of this, you can practice, practice, practice. You must check in on your progress.
This right here is an easy new year focus. These are things to recommit to and make sure they are happening every single day. Execution must be dialed in on every play with every team member with every patient.
Just some things to think about as we hit the ground running into 2018; if you haven’t already. Back to work we go… there is no other way, point or purpose than to succeed at changing the lives of your patients and making your practice prosperous along the way.
