Considering Management?
PRACTICE MANAGEMENT
Steven Visentin
Management is best for new graduates with little business experience who have a willingness to leam, change, and grow. Read this entire article before you sign up for your next webinar, free seminar, e-book, or training. Unless you plan to do what they recommend, don’t sign a year’s contract committing $10,000 or more. Go in with your eyes open. Ask the questions in this article and choose wisely.
Free Info
Consultants may lure you in with free information online. It could be an e-book, seminar, webinar, or a private one-on-one consultation. This information can help your practice grow and leave you wanting more.
Free Analysis
Later, you may be surveyed about your statistics. Regardless of how successful you are, there is always room for improvement and they will point out your weakest area. They may even have you calculate or imagine how much money you’re losing by not fixing that area of your practice. They might also use testimonials to show what can be achieved by using their program.
Free or Low-Cost Seminars
You might be invited to a seminar where you can meet with their group and find out more about their systems. Be sure to attend. You’ll get their best information and meet the group leaders. Of course, before the event ends, you’ll be invited to join. Expect a discounted rate if you decide that day and an explanation of all the benefits you’ll receive. Building on the emotional momentum generated by the presentation and group dynamics, you may be tempted to join. If you have a one-on-one meeting over lunch with the group leader or one
of his or her associates, expect sales questions. You may be asked questions such as, “You’re not going to try to leam this on your own, aie you?”
Alternatives to Long, Costly Management Contracts
No one learns everything about business on his or her own. Even Steve Jobs, the founder of Apple, had Bill Hewlett of Hewlett-Packard as a mentor. How did he do that? When he was very young, he called and asked for help. It’s surprising how few people do this. No, you can’t learn it all on your own. You can call someone who knows and ask. Winners want you to win. They’ll give you answers if you’re brave enough to call, so call!
You may want to start your own mastermind group. It’s amazing how much a group of highly motivated local chiropractors can get done on their own. Chances are there is already a group like this in your area. See if you can draw inspiration and information locally. There is no end to business information online and in libraries. Obviously, this is not specific to chiropractors, but a trip to a bookstore will uncover a wealth of information for small business owners that includes specifics about getting new clients and retaining them with quality service.
Another way to get terrific information is to buy it by the hour, or spend a morning or day consulting with the very best in chiropractic. Quality chiropractic consultants charge $150 an hour or more. This is cheaper than flying out of town, staying in a hotel, eating in restaurants, and attending a seminar that may not address your unique situation.
Are You Overmanaged?
Ifyou’ve been in practice for a while, you may have accumulated scripts and systems that aie now holding you back. You may have taken on the tone and verbiage of your mentor and
lost your own voice. Do you have endless forms, questions, and procedures that slow down the first two visits? Has management stifled your gut sense of how to serve your clients best? Are you more focused on your statistics than your patients? If so, you are ovennanaged. At some point, you must run your practice. Certainly, we can all benefit from innovative ideas and enthusiastic presentations, but ultimately, you must take charge. You should never second-guess your own sense of what’s right for the patient in front of you. You must be the doctor!
Still Want Management?
If you feel that you might benefit from management, at least ask questions, such as those below, about their program. Most companies are honest and ethical, but don’t take chances.
• Is the head of the firm still in practice?
• Can you visit and watch them in action, or at least watch one of their “stars”?
• Can you buy the information you want piecemeal?
• Can you call a list of satisfied clients and find out more?
• Are there any guarantees once you sign up?
The Most Important Questions to Ask
Management can do a lot of good for chiropractors and chiropractic. Unfortunately, some doctors don’t do better with management. Ask yourself these important questions before you commit money, precious time, and energy.
Most of us need improvement in a particular area, such as, billing, confidence, scripting, technique, or hiring. Do you really need a comprehensive approach or just a little help in a specific area?
Are you coachable? Can you discipline yourself to do what it takes to study, change, and grow?
What has been your experience with other management companies in the past? If it didn’t work for you before, why do you feel this is a good idea now?
Finally, ask yourself, “What does my gut tell me about this program, leader, and system?”
The doctors who do well with management aie not looking for magic. They realize they must be the magic. They understand it’s going to take more than leadership and better ideas to move ahead and serve more people. If you are this kind of doctor, then commit yourself to a quality management or coaching firm and reap the benefits you so richly deserve.
Steven Visentin is a Denver, Colorado chiropractor and clinic director of Care Chiropractic. He authored the e-book Blow Your Head Off Practice Building Secrets for the chiropractic profession. As an accomplished public speaker, he is available for corporate events, training seminars, and other group functions, as well as private consultations on a limited basis. For additional information, visit www. carechiropractic. com.
