I was a decent track athlete and I hurdled in both high school and college. I remember the first time that I attempted hurdling – I was scared to death. My coach – Box James told me to “plant” my leg to create enough force to power me over the hurdles. Once I grabbed the concept sprinting over them was nothing. I learned then that force creates energy and energy – power.
Bringing this forward I conduct an immense amount of coaching around the world. And there is a difference in those I assist. The reason – some burn energy and some well not so much. Take Phillip for instance. Phillip is the proprietor of a medium firm with 73 employees. They produce much and profits okay, but they can be better why because Phillip has stopped working the business, he has become complacent. He no longer is using energy.
There is a fundamental difference between successful people and those that want to be. Those that are successful continually work and burn energy all day long in order to achieve the levels of success they desire – those that don’t procrastinate.
To increase energy in your business success requires you to:
- Network aggressively. Those that are visible are known in their communities constantly meeting to increase their network. Success stems from the summation of those individuals in your network. Yes it has to do with no only the law of attraction but whom you are attracting.
- Good people are always getting referrals. Referrals are the backbone for any professional. Consumers today invest in those they know and trust. Advertising does not matter – your word and intellectual property do. How many cards and references are in your wallet?
- There is a new term known as thought leadership. Those with large communities are seen as thought leaders and many want to be around them. Those that are successful are well respected.
- Success is not about procrastination. Successful people do not think about the next moment they are deeply immersed in it. I am reminded of the quote from Gordon Gekko in the original Wall Street movie to Bud Fox, “This is your wake up call, pal. Go to work.” Success is already at work. When you have to think about it then success with not find you.
- Energetic people create mastermind and learning networks. Donald Trump the famous real estate mogul used his dad as a mentor. A quotation from his book reads, “When I worked with him in his office, it was definitely more formal. He told me to “know everything you can about what you’re doing”. He was extremely knowledgeable and could even help out the carpenters.” Learn from others and they will teach you more then you can ever read from any book. Others experiences will immeasurably help you.
- Finally those with energy use the moniker “Get ‘ er done.”
Whether you are in sales, own your own firm or professional practice you need energy to get through those hurdles. To quote again from Gekko, “You gonna tell me the difference between this guy and that guy is luck?” No it is not luck it is about energy, force and power. If you subsist in a small office with little revenue perhaps it is time to plant your lead leg and stop looking at the hurdles or creating hurdled but jumping over them.
© 2011. Drew Stevens PhD. All rights reserved.
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I am an avid reader of history and one of the things that I often find amazing about historical ventures such as Columbus, The Mayflower, Westward Expansion etc, is that many that had maps had the wrong information. How many times did they start on a venture only to have gotten lost seeking to find new worlds they never set out for.
Did you ever get into your car and set out to visit a friend or family member with a GPS and was provided incorrect information. Do you remember when Mapquest and Google Maps started and each had their own routes to take you places… lost?
As many chiropractors begin their journey after graduation or setout with as associates they are handed papers (graduation certificates) but there are no maps included in which to start the practice, develop your strategy and get the returns that you desire.
After more than 30 years of working with and for chiropractors I want to share with you methods to help you grow your practice to the levels that you desire. If you are presently lost in your journey then you might need a MAP!
MAP is an acronym for Marketing, Accountastration and Protocol.
When I coach and speak to chiropractors as I do often for Logan College one of my first statements is that each is in the marketing business. With over 60,000 chiropractors in the United States a doctor today must be a marketer so as to distinguish their value from the competition. Think for a moment, many graduate and remain within a 35 mile radius of their graduating institution. With that type of saturation what differentiates one chiropractor from another?
The premised to aid the smart marketer is value. Consumers today are attracted to value. They visit for brands sake and when they are excited they tell others about it. Imagine having a practice where you do not advertise, promote infrequently but your referrals drive your practice. When you build a community that allows you to see 90 patients a week due to brand that is a nice income!
Second, when you operate a practice you need to hire, train and keep your staff motivated. They must know how to treat patients as well as help you retain them. Administrative help will be a valued necessity to ensure you keep a consistent stream of patients flowing through the door while informing them of followup and continuance.
In addition, you need some measures of accountability. It is necessary to know what you week begins with and what you end with. But more importantly you need to hold yourself accountable so that you are conducting the proper visibility and community building that keeps patients coming in the door!
Finally, physicians need to develop protocols for handling patients, patient records, insurance issues etc. The practice must have a good strategy and good intraoffice procedures. Yes the practice is a business and must be run as such. And, you do not leave procedural issues to the CA or any other party – it is your practice and no one in that practice has the vision, mission, values and passion you do.
When you use MAP for your practice you lay the foundation for not only a surviving practice but also thriving. There is a reason why some subsist in small offices with only 27 patients per week and others with 250+. There is a reason why some are the envy of the profession and others lost. The only reason – they know the routes to take. If you want a thriving practice you have two choices – you can be lost like a castaway as Tom Hanks was in the movie or you can develop the right stuff to reach your new world!
© 2011. Drew Stevens PhD. All rights reserved.
