Reminder #1 You cannot motivate people. Carrots and sticks do not work. The following phrases are never effective: if you do this I will pay you a bonus if you don’t do this there will be consequences If you have to use either – you have already lost. You can only create environments in which
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A fascinating dinner in Harpenden last night with European and UK Audiologist of the Year, Robert Bieny, founder of Hearing Healthcare Practice. In his 5th decade of serving patients, Robert has that calmness and wisdom of experience that has me mentally noting the individual phrases he uses in answer to my many questions. I’ve been
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The only people who ever beat the Casino are those who cash in their chips and leave. The longer you stay at the table, the more likely you are to lose. Hanging on, in the hope that things will get better, is doomed. Knowing when to leave is as important as knowing how to play.
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Numbers don’t get emotional about people. People get emotional about numbers. Associates get emotional when faced with a percentage pay-cut (perfectly understandable – who wants a pay cut?). An unemotional demonstration that a 5% drop in percentage can be recouped by an 11% increase in productivity often falls on deaf ears. The “loser” in this
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Guest Post from Jonnie Whittle at Clarion Wealth Planning Ltd. But before that – CB here – I’m frequently contacted by people who have products and services to sell to my clients. For over 20 years I have maintained a policy that I do not accept introducers fees or commissions – I simply broadcast and
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OK – perhaps a little harsh to describe everyone around (including you) as a liar but bear with me for a moment (I needed to get your attention). Have you noticed that when you ask: Sales people how things are, they respond with “good and going to get better”? Head office when things will be
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Before commenting on how NOT to tell them (and offer some insights on how to tell them) let’s establish some ground rules. I accept that this post may well be read by owners and associates. So.. I don’t travel around the country automatically recommending that associate pay scales are reduced – so don’t blame me;
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Two similarly interesting experiences during our recent holiday, that illustrate an important message about how we set our prices. On 22nd January we moored off The Bitter End Yacht Club on Virgin Gorda, BVI. This is a thousand dollar a night resort close to Branson’s Necker Island, providing a host of water sports facilities free
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What exactly is the economic value of a patient in your practice? In business that’s called the LTV – lifetime value. Let’s take the example of a small, independently-owned, private practice in a suburban area in which we have the following data available through analysis: average new patient spend (first year) – £1,750 average annual
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Two conversations in the space of one hour. Conversation 1 – former client Caller: “Chris, we grossed £1.2m last year fully private in our market town and we have been approached by a new micro-corporate who have offered £2.04m for the goodwill and they will let us keep the property. Do you think this is
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