Share your # I value on a regular basis: your ideas about health and your profession—the outcomes you desire for your patients and practice. Your number one value drives what you expect from your employees—their job descriptions. It also drives what you expect in terms of workload and production—your practice statistics. Only once you have communicated your number one value and have confirmed that your team members understand your number one value, have you created the basis for trust. All of the studies indicate that patients leave their healthcare providers because they don't trust them. Establishing trust begins with a patient's first visit. Just as with your practice team, communicate your number one value (your ideas about health and your profession) with your patients. Your number one value includes the outcomes you expect for your patients in terms of their behavior—that you expect them to comply with your recommendations. It also includes what you expect in terms of production from your patients— their referrals. When you communicate your values with your patients, you give yourself the gift of patients who support your vision. Share your #1 value as part of your routine—include it in the paperwork, welcome letter, practice brochure, and mission statement that new patients see when they come to your practice. Your paperwork is not just an exercise in organization; it's a way to share your values. Become a master at uncovering the common denominator—those shared values which create the bonds of trust that enable others to align their values with yours. In a value-sharing environment, you get out what you put in. Commit to sharing your values and you will pass the ultimate test: You'll experience the compelling difference the bonds of trust make in your practice and personal relationships. Dr. Mark Sanna is the CEO of Breakthrough Coaching, LLC, a leading resource for personal coaching to chiropractic and multi-disciplinary practices throughout the country. He can be reached at Breakthrough Coaching, LLC, by calling 1-800-7-ADVICE.r^
