Over the years, many doctors have come to me and said, “Jay, I’d like to get more new patients.” Let me tell you: that is one of my absolute favorite things to hear! Do you know how many doctors just don’t get how important new patients are to the growth and success of their practice? It’s unreal! So, when someone comes to me about new patients of their own volition, needless to say—I’m super psyched.
So, naturally, I say, “Okay! Yeah! Let’s get started!” I let them know that we’re going to need to train their front desk person—let’s say her name is Mary— and get her started using my proven, results-backed system instead of her old system. It makes sense right? Serious results require you to increase your engagement. Serious results require change. If we’ve perfected a system that has gotten incredible results in thousands of offices around the world– a system that some people even say “changed their lives” (I know that sounds dramatic but I’m dead serious!!)–then why the heck wouldn’t you want to use it?
Well, let me tell you what I see happen time and time again. The doctor delivers this message to Mary, and she becomes immediately defensive. She thinks I’m trying to say she isn’t a good worker. She doesn’t want to make changes. So, she tells her doctor, “I’m not going to do that! My way works fine! Etc. etc. etc.” Before you know it, the doctor no longer wants to participate! He wants nothing more to do with my new patient program.
But of course I know exactly what’s going on. I can see that this doctor doesn’t have the correct commitment.
Let’s dig a little deeper into this issue. What was the doctor’s actual commitment?
- He was committed to making Mary happy even if it meant going bankrupt.
- He was committed to not ruffling any feathers.
- He was committed to being comfortable and “safe”.
- He was committed to a non-confrontational existence.
Okay, well that’s fine! But here’s the deal…
You will not grow your business if these are your commitments. If I were to meet with you today, I could interview you for half an hour and discover all of your commitments. I could look at your schedule, your finances, interview your family and your staff—all of these things would reveal your true commitment. It might be much different than you say it is… Is it all about the clinical work? Is it about not disrupting a sensitive staff member? Or is it about growing your business, pushing your boundaries, and reaching your full potential?
The point is, you need to stop making excuses and commit to doing whatever it takes.
If you come to me saying, “I want more new patients,” I promise that I can get you there. My team and I have done it thousands of times. But you have to be COMMITTED to the results and to following through on the process. You have to be committed to growing. Because if you think about the things you’ve truly committed to in your life, you’ll realize you’ve been—for the most part—extremely successful in these areas. Your Practice, income, etc. match up to your level of commitment.
So ask yourself, do you have a commitment problem? Do you need to re-examine your true commitments?
I’ll leave you with that thought for today. I hope you’re having a productive week!
Talk to you soon.