1. They Pay Full Attention-Look, I get it you are busy. You have patients waiting, forms to fill out, and staff trainings to perform. It’s understandable that you mind can wonder. Just because it is understandable doesn’t mean that it is acceptable. Your patient needs and deserves to have you perform PTC (present time consciousness). If you are not present your patient will sense and feel it and ultimately vote with their feet. Our clients are taught strategies that will give them checks and balances so they will catch themselves drifting before it becomes a problem. What strategies are you using?
2. They are Active Listeners-Our clients are taught that the consultation is the most important procedure in your office once the patient comes into your office. Active listening means that the patient has your full attention and that you are asking engaging questions. It is vital to confirm that you heard the patient correctly. Remember that the consultation is designed to determine why the patient is really there. When was the last time the you updated your consultation procedure? You may click here to watch a free webinar about how to perform a proper consultation.
3. They Can Read Body Language-Since 90% of language is non-verbal, this skill is rather important. Our clients are taught how to read and interpret posture, tone of voice, eye movement and other signs that will allow you to connect, re-connect, or change communication styles to meet the patient’s needs. How many times has your patient agreed to your treatment recommendations but never followed through? Our clients have a superior PVA (patient visit average) because of these learned skill-sets.
4. They’ve Mastered the Nuances of Voice Tone-Like body language, voice tone — your voice pitch, volume, speed, and even your word choice — affects how the words you’re actually saying are interpreted. And if you’re just talking on the telephone then, the only thing you have to make an impression with is your voice.
   Listen to how your patient speaks, then mirror their speaking patterns. Slow down if they speak slowly — or speed things up if they talk rapidly. Match your level of formality and familiarity to your patient as well, or better yet ask permission as to how they like to be addressed. The key is to meet patients on their turf — and that means speaking in a way they’re comfortable with. How do you test and check yourself that these skills are being used and mastered? Our clients are taught key things to look and listen for so they can institute self-correction.
5. They are Empathetic-The number one reason why patients fire their doctor is failure to listen or they feel that their doctor does not care. That is empathy in a bottle! You don’t necessarily have to agree with everything your patient is saying, but you should always at least try to see things from their point of view. And that means more than just saying, “Hmm, I see where you’re coming from.”
   The best doctors are able to connect with their patients because they actually understand how their patients are feeling. Not only does being empathetic make you more likable, it also increases your chances of having patients follow your treatment recommendations.
6. They Understand What’s Not Being Said-Patients sometimes fail to tell the whole truth. And that’s okay, as long as you know how to spot when it’s happening. Proper infrastructure and procedures will help you spot when your patient is not being totally honest. Our clients are taught advanced personality typing skills so they are able to spot these occurrences. What systems and techniques do you have in place?
7. They Speak in Specifics-Great communicators aren’t persuasive because they speak in dramatic, sweeping rhetoric. They’re able to convince people because they can point to specific examples or anecdotes that support the point they’re trying to make — this is what we call doing a proper consultation and report of findings. When done properly, the patient should be excited about receiving your services. Be as specific as you can. Don’t ever use scare tactics or aggressive techniques. There is no reason to. Just tell patients the truth, be as specific as you can in solving their problem and leave the rest up to God.
8. They Know What They Don’t Know-Being an expert doesn’t mean you know everything. When you don’t know the answer be honest and say so; but, be willing to research the answer. Nobody has all of the answers. I’ll be the first to admit I don’t know it all. So if you don’t know something don’t act like you do. They’ll appreciate your honesty about what you don’t know, and you’ll avoid losing patients because of false assumptions.

In twelve years, I haven’t seen one practice that executed the steps above and that utilized our procedures that failed to grow their practice. Why am I so confident (100% certainty) that these tips will create better growth and a more successful and fun practice? Two reasons: (1) I coach practitioners just like you everyday and have seen excellent, duplicative results and (2) Every single day I get a call, email or text from an existing client telling me that since they implemented these procedures and suggestions, they have more money than they ever had before; they love their staff; they are having more fun in practice; or they had a record day in office visits. Or, they had a record week in collections. Or, they had a record month across the board! Please don’t take my word for it. Click here for a free no-obligation coaching call. Kick the tires and find out for yourself how I can help you grow your practice ethically, legally and with integrity; get more free time and have fun again. We have payment plans that will allow virtually EVERYBODY AND ANYBODY the ability to afford my services. Get to the next level and beyond. Stop wishing, praying and hoping and take the meaningful step that will get you to where you want to be.