Rearview Mirror

What is it about the holiday season that appears to bring out the worse in people? It sometimes appears that everyone is in a great big rush, while others have the attitudes twice as bad a Scrooge.

Conversations with peers and friends show that stress is up and overall customer service is down. Just yesterday as I was attempting to park my car for an appointment someone almost totaled my vehicle and then whisked away while making obscene gestures.

Whatever happened to that time when just after 9-11 many of us were so scared that we not only commiserated with strangers we said hello to them. Remember when individuals would simply smile at you in the street and take a bit more interest? While the stress of that fateful September is incalculable, the current stress of the recession has altered attitudes.

Each day is a gift and we need to stop living under the pretence that life sucks. In the past year several people I know have either died or just averted death due to fateful disease. Innocent soldiers are dying each day to defend our freedoms and children are abused or dying of famine or disease. Does getting to the stoplight a nanosecond quicker really matter? Does passing me on a double yellow line get you there sooner because I am doing the speed limit? Does not acknowledging my greeting keep you in your introversion?

This is the time of year to be thankful for what you have, and for what you wish for. It is a time to be thankful for those around you and what you have created. Save the nasty crap, life is too short, after all when you are nasty while passing me in traffic you still have to face yourself in the rearview mirror.

If you are seeking quick methods to reduce stress and anxiety this holiday season email me today and I will send you a free tip sheet. Register for Free 30 Minutes “Personal Acceleration” Coaching Clinic to make changes in your life.

©2009. Drew J. Stevens Ph. D. All rights reserved.

Drew Stevens PhD works to dramatically accelerate revenue. Dr. Drew is the author of six books including Split Second Selling and the soon to be released Ultimate Business Bible. He is also the founder of the Sales Leadership Program one of only 14 programs in the United States offering an accredited degree in the profession of selling and has a top ranked podcast called Sales Fitness with Dr. Drew.

Written by Ed Rabinowitz for Physicians Money Digest this is a great article on the value of mystery shopping for doctors. Once thought valuable to retailers, this industry secret is helping doctors and staff with customer service, marketing and most importantly patient acquisition.

Read more at:

http://www.hcplive.com/finance/blogs/financial_health/1109/healthcare_mystery_shopper

I am amazed at the number of websites, blogs and twitter posts that tempt chiropractors into believing that social media grows the practice. A great deal of time and expense was invested in learning the craft and practice of chiropractics and assisting individual health. Why throw all of this away to dreadful marketing tactics?

 

The implied value of chiropractics is the relationships and trust built based on concern and subsequent treatment. More importantly, this trust is facilitated by the referrals and marketing prowess of existing patients! How many chiropractors do you know that tweet their way to patient volume? As I suggest in my workshops and coaching sessions, if your father were having a heart attack do you treat for a physician?

 

Eschew the stupidity of marketing hype and ignorance of the Internet and its authors. Chiropractors will build a successful practice with a strategy built around customer service, marketing avatars and referrals. If one truly wants to increase patient volume and revenue, invest in patients and the office. Avoid those tactical components that yield little return on investment. Still unconvinced? Ask your patients where they learned of you, I would bet it was not on social media platform!

 

One can choose to continue with the tiresome methods or create new opportunities for success. Want to learn more secrets to achieving success for your practice; email me today for a free tipsheet. Or register for a FREE 30 Minute Patient Acceleration Coaching Session.

 

© 2009. Drew Stevens PhD. All Rights Reserved.

 

Drew Stevens PhD works with chiropractors to dramatically accelerate patient volume. Dr. Drew is the author of six books including Split Second Customer Service and the soon to be released Ultimate Business Bible – 12 Strategies for Ultimate Success. Dr. Drew is a frequently requested author, consultant and coach. To determine how he can assist your practice and grow volume Email him today!

 

 

Seven Things to Be Thankful For

As we begin to close on a year full of tumult and aggravation for some, it is time to begin to reflect on those things that bring life and happiness to you and those around you. In fact, if you refrain from the gloomy media forecasts the world and your place in it is not that bad. Life is what you make of it and this Thanksgiving there is much to be thankful for.

1. Family. There is often talk of who your friends are but in reality there is nothing stronger than blood. Those that love you unconditionally are friends for life. Your family always supports you for the good and the aggravating times.
2. Friends. We all need them. Similar to family they are available to make us laugh and allow us to cry. They accept our foibles and like family truly allow us to be who we want to be.
3. Health. Nothing is more important than being six feet above ground.  There have been a wealth of reports of virus and other disease issues, however if you and those around you are healthy you have much to be thankful for. In addition, according to recent statistics we are all living more active and healthy lives.
4. Technology. While I am anti- social, I believe there is an air of truth and possibility to the use of social networking. These new “norms” have reconnected alliances and previous friends. Distance has lessened and those alliances that one swore never to be broken are now amended.
5. Home. True, foreclosures are plaguing the American public yet those reading this should be truly blessed they have a roof over their head and are warm and feel protected this particular season.
6. Freedom. There is much to be said about democracy and freedom. However the ability to project our opinions is a part of our American backbone. Yet most important is offering a strong silent prayer to those in harms way that allow us to scream, shout, cajole and walk about under such freedom.
7. Dreams. Be thankful that you can dream a new future and think of the new ideas and goals you have for tomorrow. Be thankful there will be tomorrow, and be thankful to those around you that can be with you during this season.

Yes, it has been an arduous year for some. Yes we must look at some of these issues as elements for change. Each day is a gift; cherish this time with family and friends. Sometimes it is not about the material items but of memories and love shared. That is Thanksgiving.

©2009. Drew Stevens PhD. All Rights Reserved.

The things that hold you back and make you anxious are known as limiting beliefs. If you suffer from limiting beliefs email me today and I will send you a free tipsheet to assist you. And ask about our Free 30 Minutes “Personal Acceleration” Coaching Clinic to assist you with change and deletion of limiting beliefs.

©2009. Drew J. Stevens Ph. D. All rights reserved.

As I completed one of my annual readings, I was reminded of the need develop bonds with those of influence. “Think and Grow Rich” by Napoleon Hill speaks of the power of the mastermind and the need to have strong alliances that aid business success. As I completed this it reminded me of a recurring issue in selling- networking.

 

Selling professionals and successful entrepreneurs are not isolated. Review any successful person and numerous others always surround them. They do not live in a vacuum and understand the need for constant connectivity to assist them in building their respective businesses. Look at others in your organization or other successful individuals, do you notice similar?

 

One of the most valuable components of marketing is branding. Moreover, to help manifest the brand, organizations and individuals needs to help that brand proliferate by having others create buzz. Sellers and entrepreneurs use similar means with the depth of their networks. They assist in driving business by meeting new people, opening doors unknown to them and lessening labor.

 

Here are some questions to help you review your network:

1.            Who is in your network?

2.            How often do you communicate with them?

3.            Are they a person of influence?

4.            Can they assist you?

 

While many sales professionals buy lists and comb phone directories, a network of influential individuals can eliminate time, reduce stress and save hordes of money. I know of one company where the mandate is to knock on doors for new business. That is a lot of rejection and wasted time. Would not a proper network aid this effort? To grow business you must emulate others that are successful at it. So what might you do?

 

1.            Begin to attend networking groups where you can meet individuals. Do not be taken in by the folly of groups where members simply want to sell you something. Attend functions where you can build alliances but do not be a wallflower you must actively participate.

2.            Use your existing network to help you expand. Tell your network

your value proposition. Ask that they introduce you to others that might require your value.

3.            You need to review your current network. I learned long ago that a person is a sum of all parts and if your network is not influential you just might need to

purge. Yes, eliminate those that do not aid you or waste time. There is a cliché if you want to be a millionaire you have to affiliate with them. Is your network pushing you to newer heights?

4.            Beware of the folly of social media and individuals that are Lions, Tigers, Bears, Cats, Dogs and Sheep. It is not quantity but

quality. Does it matter that someone has 15,659 followers if there are not decision makers in the queue.

5.            Spend useful time with useful people. Purge associations, charities

In addition, other time consuming organizations. Spend useful time with those that can affect your business.

6.            Avoid the baseball card theory. Collecting business cards is not a lead generation system. What you do with the cards after is. Many people believe business cards are gold bullion. If you do not follow-up, you have is manure.

7.            Networks need to be catered. You must remain actively involved and nurture the individuals as they say out of sight out of mind. A gentleman recently lost a significant piece of business when he failed to follow up with his network connection.

 

There are 7 techniques you can use daily to assist your practice. If you seek a additional alternatives to building your network email me today. And ask about our Free 30 Minutes “Practice Management Coaching Clinic”.

©2009. Drew Stevens All Rights Reserved.

 

Drew Stevens PhD works with chiropractors to dramatically accelerate revenue. Dr. Drew is the author of six books including Split Second Selling and the soon to be released Ultimate Business Bible – 12 Strategies for Practice Managment Success. He is also the creator of the Sales Leadership Certificate one of only 14 programs in the United States offering an accredited degree in the profession of selling and has a top ranked podcast called Sales Fitness. To book Dr. Drew for a free 30 minute coaching session or to obtain his FREE Report called Secrets of Ultimate Business Success email him today at www.drewstevensconsulting.com/contact

Quote of the Week

“We must always change, renew, rejuvenate ourselves; otherwise we harden” – Johann Wolfgang von Goethe

Thought for the Week

As the year winds down, there is a tendency for frustration and fatigue. The effects of the economy and poor attitudes are enough to bring the motivated to their knees. The important thought is to be as motivated to wrap-up the year as you were to begin. Each day is a gift from above and each day provides new opportunities for growth. You can use these opportunities as seeds for the future or continue to wallow in frustration.

Best Practices for the Week

When stress and aggravation creep, take some time for you. Surveys show that 80% of individuals do not take enough work breaks let alone lunch. If fatigue and aggravation are high, end your routines and take a break. Go for a walk, give yourself a nice lunch do something to get away from your office and stressors. The only thing that happens if you don’t is more stress.

©2009. Drew J. Stevens Ph. D. All rights reserved.

 

Drew Stevens PhD works with chiropractors to dramatically accelerate revenue. Dr. Drew is the author of six books including Split Second Customer Service and the soon to be released Ultimate Business Bible. He is also the creator of the Sales Leadership Certificate one of only 14 programs in the United States offering an accredited degree in the profession of selling and has a top ranked podcast called Sales Fitness with Dr. Drew. To book Dr. Drew for a workshop or keynote or to obtain his Secrets of Ultimate Business Success email him today at www.drewstevensconsulting.com/contact

 

Quote of the day:

“One customer, well taken care of, could be more valuable than $10,000 worth of advertising.” – Jim Rohn

Best Practices for Chiropractors

Customer service involves what I call the 3 P’s. People. Process and Physical Evidence

People – I am always amazed at the individuals that work for organization that have the customer service skills of a gnat. I recall a time after a very long day I stopped at Kentucky Fried Chicken for some food for my son. The cashier behind the counter did not even look at us. In fact, she had her arms crossed, looked bored and offered no suggestions from the menu. When you look at service I often ask what your employees say about your organization to patients.

One chiropractor I worked with did not have a “uniform” or nameplates for his staff. I was a patient for six months before I knew the name of his receptionist.

People are your front line to your practice, what are you doing to instill a patient friendly atmosphere.

Processes – I am often amazed at arriving to a physician’s office only to be greeted by the cloudy 2 by 2 square in the wall. I can see images behind the window but cannot make out if they are human or alien. After a few moments of waiting and after signing the clip board that is situated near the window Thing from the Adamm’s Family reaches from the glass to pull the clipboard. After several more moments a corpse dressed in a nurses uniform asks me to step behind the door. What does the organizational process say about the service? How does this impact marketing/branding? Do not make it difficult to conduct business with a patient. Make the processes easy and less systematic.

Physical Evidence – I am enamored with attempting to find parking at many facilities. I am amazed at employees that park in visitors spots, automobiles not requiring extra help situated in handicapped spots and lobbies that look like Armageddon. There is a reason for the ubiquity and “coolness” of an Apple store, it is easy to navigate and easy to view product. Your office lobby and parking lot state more about your practice than you think. Look at your practice from the eyes of a patient does it imply what you want the practice to represent?

One can choose to continue with the tiresome methods or create new opportunities for success. Want to learn more secrets to achieving success for your practice, email me today for a free customer service tipsheet.

© 2009. Drew Stevens PhD. All Rights Reserved.

Drew Stevens PhD works with chiropractors to dramatically accelerate revenue. Dr. Drew is the author of six books including Split Second Selling and the soon to be released Ultimate Business Bible – 12 Strategies for Ultimate Success. He is also the creator of the Sales Leadership Certificate one of only 14 programs in the United States offering an accredited degree in the profession of selling and has a top ranked podcast called Sales Fitness. To book Dr. Drew for a free 30 minute coaching session or to obtain his FREE Report called Secrets of Ultimate Business Success email him today at www.drewstevensconsulting.com/contact

Dr. Drew’s Selling Techniques Rant

 

As I was completing my day recently an email hit my inbox with the following quote, “Can you tell us something new, what was so original about your content?” I was aghast for several reasons, most notably the use of social media to “pop off” opinion wherever and whenever individuals desire. While I believe there is a niche for social media to aid in publicity and information, I am loathsome for its ability of individuals to hide behind keyboards and LCD screens to offer personal objections.

 

From my view of the world many individuals today are seeking a silver bullet using social media as catalyst. So many believe they are victimized and rather than work to build a new future they await a revelation. As I explained to the individual inciting this post, there is nothing new under the sun. It is how information is heard and actions taken that matter. The reason why some ideals such as those expressed in “The Secret” appear phenomena is marketing. I dare anyone to find one new principle offered.

 

Second, the use of the Internet has increased laziness and the number of swindlers. The true issue behind my email is not rejection of sage advice but marketing perception. Review the number of marketers claiming how Twitter pays their mortgage or how social networking increases patient volume for chiropractors. It is infuriating to see the numbers of self proclaimed millionaires and experts on the social media platforms. The world of the Internet is no better than playing the game “Dress Up” when I was a kid. However similar to the hype of cable television, fax machines or even cell phones the hype will diminish and there will be some return to normalcy.

 

There is one other implication in the email, equally troubling; individuals spurning education. The true issue is the desire not to rehash old ideas and develop them into something useful. Advice is simply raw materials that are redeveloped pursuant to the needs of the individual. Plants are repotted, clay is remolded and houses are refurnished, so why not the individual. The Lone Ranger owned the only silver bullet ever known. Coincidently, the correlation between the Lone Ranger and Internet marketers is fiction.

 

One can choose to live in a fantasy world or use helpful information to create a new future. Want to learn more secrets to achieving success on social media, email me today for a free tipsheet and I will also send you my free report on Social Networking etiquette.

 

© 2009. Drew Stevens PhD. All Rights Reserved.

 

Drew Stevens PhD works with entrepreneurial organizations to dramatically accelerate revenue. Dr. Drew is the author of six books including Split Second Selling and the soon to be released Ultimate Business Bible – 12 Strategies for Ultimate Success. He is also the creator of the Sales Leadership Certificate one of only 14 programs in the United States offering an accredited degree in the profession of selling and has a top ranked podcast called Sales Fitness. To book Dr. Drew for a workshop or keynote or to obtain his FREE Report called Secrets of Ultimate Business Success email him today at www.drewstevensconsulting.com/contact

 

Quote of the Day

“I’ve never known anybody to achieve anything without overcoming adversity.”

—Lou Holtz

Thought for the Day

I was watching my son’s team play football last evening. The game, which was predicted to be a landslide victory for our opponent, proved different. For over 40 minutes our team held the lead and the opponent off balance. In the fourth quarter a call questioned by our coach led to his ejection. Within minutes, the boys lost their focus, their direction and their confidence. They lost but two points.

How many times during the day do you lose direction because you are not confident in your abilities? How many times do you second-guess decisions? Have you already lost your way? Life is a series of obstacles, you can choose to jump or circumnavigate the obstacles or let them block you.

Best Practice for the Day

1. Seek to learn from adversity, use them as educational fuel for the future.
2. Look in the mirror everyday and lay claim to your position in the world.
3. Learn the first sale is to yourself, you must have passion and conviction and believe in all that you do.
4. Change your state, from strong physiology comes a stronger psychology.
5. Seek a coach or mentor that can work with you individually to improve your condition.
6. The greatest (Lincoln, Disney, Ford, Edison, King et al) all failed at one time but never lost their confidence.
7. Self Confidence is your GPS to set your future and maintain direction.

© 2009. Drew Stevens PhD. All Rights Reserved.

Drew Stevens PhD works with chiropractors to dramatically accelerate revenue. Dr. Drew is the author of six books including Split Second Selling and the soon to be released Ultimate Business Bible. He is also the creator of the Sales Leadership Certificate one of only 14 programs in the United States offering an accredited degree in the profession of selling and has a top ranked podcast called Sales Fitness with Dr. Drew. To obtain his FREE REPORT Secrets of Ultimate Business Success or to obtian a FREE 1 on 1 Coaching Session email him today at www.drewstevensconsulting.com/contact

Quote of the Week
“We are all in the gutter, but some of us are looking at the stars.” Oscar Wilde

Thought for the Week
I have had three circumstances growing up that placed me on the defensive. I was an abused chilled drastically seeking a method to end the madness. In the second, I lost my best friend in the world never getting the opportunity to her or hear her voice again. And in the third, I lost three jobs in a six-month period. In each circumstance, I set my sites forward not back. I created the visual of where I was and where I wanted to be. My high school track coached once stated, “Are you sitting on your past?” Goals assist you in creating a new future. Without goals there is not life.

Best Practices for the Week
Make a list of things you want to accomplish between now and the end of the year. Do not make them lofty make certain they are measureable, attainable and actionable. Goals are the pathway to success but become difficult when there is loftiness. Once completed begin to make goals for the first quarter of 2010. When you achieve success, reward yourself. You will be glad that you not only made the goal but achieved what you set out to accomplish.

©2009. Drew J. Stevens Ph. D. All rights reserved.

Drew Stevens PhD works with chiropractors to dramatically accelerate revenue. Dr. Drew is the author of six books including Split Second Selling and the soon to be released Ultimate Business Bible for Chiropractors. He is also the creator of the Sales Leadership Certificate one of only 14 programs in the United States offering an accredited degree in the profession of selling and has a top ranked podcast called Sales Fitness with Dr. Drew. To book Dr. Drew for a workshop or keynote or to obtain his Secrets of Ultimate Business Success email him today at www.drewstevensconsulting.com/contact