Want to learn what a doctor did to double his practice? This short blog post will explain what he did and why it worked.
The Daily Habit
Recently I was doing a private consultation as part of my one-on-one coaching, and this doctor said to me:
“Ben, I doubled my practice thanks to something you taught me. It is a pretty simple thing that I did.”
The bait had been set and I bit. I of course asked him how he had doubled his practice. He reply:
“I began a daily habit. My clinic is open four days per week.
I decided that for those four days, that I would wake up an extra hour early to just think about marketing.”
“Please explain,” I said. “How did this double your practice exactly?”
“I grab a warm cup of coffee and sit down at the kitchen table before anyone in the household is awake. Just me and a yellow legal pad.
I write down my monthly new patient goal. For example, I want 50 new patients this month. That is the headline at the top of my legal pad. Then, for the next hour, I make a list of all the things I can do this month / week / today to hit that target. If I am shy of fresh ideas, I hop on the PBC forum and read the ideas people are discussing. I look through the PBC membersite as well.”
“Simple as that?” I asked.
“Yeah. Simple as that.”
“This daily habit has enabled me to construct a marketing pole program for my clinic. Many ideas don’t work. Some work. I keep the ones that work. This took me a few months but I have been able to double my clinic thanks to this daily habit.”
“That all?” I asked.
“Well this has had an interesting effect. By the time I show up to my practice that morning, my brain feels super charged. I just spent the past hour mentally absorbed thinking about stuff that will grow our practice. Since starting this habit, it’s like my brain is tuned to a different station now. I am thinking about marketing opportunities constantly now, and I am seeing things with fresh eyes.”
“What was it like before you began this habit?” I asked.
“I always knew marketing was important, because you have always said so. But guess what? It was never getting done. Even though I knew better. I think the reason is because I would try to work on the marketing while at my practice. Well guess what? I never got around to the marketing because there is always something more “urgent” that arises.”
“I am going to tell people about you on ChiroBullets(TM). What advise would you give them?” I asked.
“Dan Kennedy says you need to get out of the Aligator Pit to think clearly about your business. It has hard to think about marketing while little Alligators are biting at your ankles throughout the workday. I find it impossible to think clearly about my clinic while I’m at the practice, knee deep in problems and being distracted at our practice. I finally listened to you Ben. I got myself out of the Aligator Pit now four mornings per week. My practice Doubled.”
(I am obviously paraphrasing from memory, but this is pretty damn close to our exact conversation.)
Do You Want to Double?
Well, then you know what to do.
No more excuses.
Can you get yourself to wake up one hour earlier each morning?
Most people will read this and frankly not do a damn thing. They are not disciplined, plain and simple.
Keep in mind, you need only do this four days per week – or any days you are open. It’s not like I’m asking you to run the Boston Marathon. Take the weekends off. Is it worth doubling your practice to do this?
When Are You Starting this Habit?
Anyone can do what he did.
Got an alarm clock?
Then you too can double your practice.
However, I will sound a little negative here. Because literally, no matter how motivated some people say they are, it is stunning to me how few doctors can get themselves to wake up an extra hour and do something like this.
Prove me wrong! Follow through and try this!
I’d like to end by posing a question to you:
How badly do you want success in practice?
Well, then you know what to do my friend. Set that alarm clock…
Tonight! Now go out there and make something great happen.