The Seven Don'ts of a Successful Practice
PERSPECTIVE
Tom McFie
Without a doubt, the most successful practices are those that understand this fact: patients want to be heard and not told. Because of this, you can find yourself in a very perplexing conundrum. How can you communicate with your patient so he or she understands what to do without feeling as if being told what to do?
^This might sound boring and slightly contradictory to what a doctor is supposed to do because doctors are supposed to determine what is wrong so they can fix it. J J
I mentor hundreds of doctors every year, and I find it amazing how few doctors truly realize that the “seven don’ts of a successful practice” are far more important than what they do. For example, nearly all of the doctors consulted do come to work every day. Most, if not all, do have an office; they do perform some type of exam; they do some cursory report of findings; and they do attempt to provide some sort of recommended care plan. However, none of these actions will make or break a practice because that is what every potential patient expects.
It has been shown repeatedly that in order to help people you must first provide what they want before you can provide what they need. The most genuine and effective way to accomplish that in practice is for you to listen and hear what your patients tell you.
This might sound boring and slightly contradictory to what a doctor is supposed to do because doctors aie supposed to determine what is wrong so they can fix it. But without knowing what patients want, we will never be able to fix anything for them because we first have to provide our patients with what they want. Of course, the only way to accomplish that is to understand what their “wants” really are.
This is when you must practice the following seven don’ts of a successful practice, or all of your skills and determinations to become a successful doctor will be futile.
• Don’t share personal information about yourself or your staff with patients.
• Don’t spend more time during a patient’s visit than you would with a family member’s visit.
• Don’t adjust, treat, or examine a patient until you have listened to what he or she wants.
• Don’t talk about money or billing with your patients because that is why you hire staff.
• Don’t dress like a slob in public or post unprofessional images or comments on social media.
• Don’t forget to ask your patients for their referrals.
• Don’t hang out at bars or nightclubs.
■ "Every one of these factors impacts how you fulfill the natural “want” of professionalism that your patients wish to see.ïî
As crazy as it might sound, the seven don’ts of a successful practice are violated daily by many doctors. These doctors then wonder why patients either don’t come to see them, or if they do, why they don’t stick around or refer their friends, family, and associates. Here is the reason why: above all else, patients want to know that their doctor is educated, professional, and caring.
Your initial consultation should satisfy their first “want.” By allowing your new patients to sit quietly for a few minutes before you come into your private office for the consultation, they can peruse your diplomas and certificates, which should be displayed prominently on the wall so they can satisfy their “want” of a well-educated doctor.
The appearance of your office, such as its curb appeal, location, cleanliness, color, and decorations, will determine what a patient feels, believes, and will tell others about your
professionalism. In addition to the way you and your office staff dresses, the smells or lack of smells in your office and the literature you make available for your patients to read are also very important. Every one of these factors impacts how you fulfill the natural “want” of professionalism that your patients wish to see.
Finally, during your exam and report of findings, the “want” of your patients for a caring doctor will be either met or destroyed. If you can pinpoint their pain and let them know you have found it without asking them, they will know that you care. If you have been careful and made sure that all of their aforementioned “wants” have been met, you will have earned the right to provide them with what they “need.” When their “wants” and their “needs” have been satisfied, then they will refer their friends, family, and associates, but only if you ask them appropriately. But that is the subject for a different article.
Dr. Tom McFie is a chiropractor of 30 years. Fie is the author of Prescription for Wealth, Winning Your Financial GAME and Retirement Curveball, as well as the founder of The Perpetual Wealth Code™. He has become blown as the “man that beat the bankers. ” To contact the author: 1-866-502-2777 \ Teamdffife-Benefits, com
