Many doctors believe that they don’t need any more new patients. They think that their schedules are MAXED out; their office building is MAXED out; they themselves are MAXED out… They can’t physically work any harder! They are literally wearing themselves down trying to grow the Practice, and they just don’t understand how “more new patients” could possibly be the answer.
But they are making a HUGE mistake.
If you are one of these doctors (–and I promise, you’re not in the minority,) then I’m going to help you change your perspective on new patients right now.
You might’ve noticed that your Practice has hit a subtle plateau. (Or you might be wondering, “What the heck is this guy talking about?”) Well, let me give you a simple illustration. All businesses, Practices included, follow a very particular model over their lifespans. This model is called the Sigmoid Curve.
- Phase 1 of the curve is a period of rapid growth and expansion.
- Next, in Phase 2, you’ll notice Practice growth beginning to slow.
- After that, your Practice will become stagnant. This is Phase 3—the plateau—and it is a very stressful time for any business owner. Many doctors will try to bring their Practice OUT of the plateau phase by tinkering—that is, by making small, menial changes that they hope will revive the business. Consider this a “last ditch effort”. The problem is, none of these changes are big enough or consistent enough to actually create a SECOND curve… And restart the growth process of Phase 1.
- Consequently, the Practice continues its plateau until it finally reaches Phase 4—the decline. Production drops, collections decrease, and most Practices will be forced to lay off team members, and eventually close their doors. In an industry as competitive as the one you’re in, the likelihood of staying open after you hit the decline phase just might take a miracle. (But we’ll come back to that!)
Let’s do a quick diagnosis. Do any of these statements apply to you?
- You’re working harder than ever, but you just can’t seem to work hard enough to get ahead.
- You feel like the ceiling is coming down on you.
- Your daily schedule look very “busy” but you sometimes struggle to afford to pay yourself after payroll.
- You don’t have the same passion for practicing that you used to have.
- Your work stress has begun to affect your home life; you find yourself stressing about the Practice when you’re with your family.
Chances are, if you answered “Yes” to any of these questions, your Practice has not only reached the Plateau Phase, you’re probably desperately trying to “tinker” your way out of it! The fact is, that strategy just won’t work. Giving your office a facelift, hiring a new team member, or buying new signs will NOT drastically change the future of your Practice…
But remember when I said “staying open after you hit the decline phase just might take a miracle”? Okay, well—I don’t exactly have a miracle for you, BUT I do have the one and only solution that has been tested and proven to revive your Practice once it has hit a plateau… AND even prevent the plateau phase entirely! Are you interested?
You have got to make new patients your Number One priority.
I’m not exaggerating when I say that new patients are the lifeblood of your practice—they are what keep your doors open and keep you in business. They are what provide your team’s salaries, and money for you to take care of your family. The truth is you aren’t too BUSY for more new patients; you simply aren’t operating with maximum efficiency, which is causing the “treadmill effect”. Think about it. You work and work and work, but you don’t feel like you’re making any progress! The inefficiencies in your Practice and your schedule are actually cannibalizing the lifeblood that’s going into your business… And making it impossible for your Practice to grow!
In case study after case study we have observed this to be true. Thousands of clients whose Practices were in plateau—some even in decline—decided to pour all of their energy and motivation into scheduling new patients. That means not only getting new patients to CALL, but making sure their teams were fully equipped to properly handle the conversation and schedule the new patient for an appointment. Keep in mind, these are two TOTALLY different things… A new patient that calls but is never scheduled falls right back out of the bottom of the bucket! (But that’s a whole long conversation on its own…)
You DON’T need to wait until your Practice has reached plateau or decline to start focusing on new patients… In fact, the Sigmoid Curve model dictates that the IDEAL time to start a brand new curve and virtually double the life of your business is before plateau— when your Practice is still experiencing some level of growth. If that statement applies to your Practice, then take this advice: learn from the mistakes of hundreds of thousands of doctors before you, and start implementing positive changes NOW, rather than waiting for the downward spiral. Trust me… It will be much, much harder to grow the business if you wait. Start Now.
If you’re serious about seeing major results in your Practice, you need to get serious about assessing your Practice’s inefficiencies. Thinking that you don’t need any more new patients is an inaccurate, even DATED perspective… And it will give you a significant disadvantage against your competition. I should know, because a lot of them are my clients, and their new patient numbers are skyrocketing—allowing them to invest in enormous buildings, buy new and better equipment, hire associates, and multiply their marketing efforts!
Do yourself a favor. Call 866-917-2808 today– by tomorrow, you could be creating a different future for your Practice, yourself, your team, and your family.
Until next time,