Know your core values. Identify 4 to 6 core values that define the essence of the practice and will never be violated. Hang the values in the staff room and talk about at least one of them in every …
Meet with your PRC.
Meet with your PRC. It’s essential to meet with your professional relations coordinator (PRC) about the marketing plan at least once a week. The plan must be reviewed and, if necessary, updated. …
Take a day off from questions.
Take a day off from questions. What if you announced to the team that for one day, they may not ask the doctor any questions that don’t apply directly to clinical treatment and clinical excellence for …
Lead by example.
Lead by example. Anyone in the practice who wants to be a leader can step up simply by exemplifying good leadership characteristics in their day-to-day interactions. …
What if you lost your best referral source?
What if you lost your best referral source? Many practices rely on their existing relationships and best referral sources for a significant portion of their revenue. It is a good idea to constantly …
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End with a summary.
End with a summary. Whenever you ask someone to do something, summarize the conversation by saying something like “Great, then you’ll take care of that by Thursday.“ It’s a great way to reinforce …
Say I’m sorry.
Say I’m sorry. Never be afraid to apologize. Apologizing, even when you’re not wrong, motivates other people to be more cooperative. …
Getting into the top 25%: Address problems areas quickly.
Getting into the top 25%: Address problems areas quickly. If you want to build a practice that is in the top 25% of production, study referral patterns every month. If you see any area that is …
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Whatever you need!
Whatever you need! Some of the most successful specialists simply let referring doctors know that they will take care of anything that they need. It’s a simple policy, but a powerful one. …
Be flexible.
Be flexible. If an A-level referring doctor makes a request that is outside of your normal systems and protocols, you must still try to do everything you can to meet their needs. …
Don’t look too busy.
Don’t look too busy. Many specialists and front desk specialty team members often sound very busy when they are talking to referring doctors and staff. This comes across as being uncaring and having …
Maximize the number of contacts.
Maximize the number of contacts. Quantity in referral marketing is just as important as quality. You must have enough contacts with referring doctors to maintain relationships, loyalty and referrals. …
