Getting What You Want, by Dr. Ogi Ressel
July 05 2009, 12:00 am
Warm hellos to everyone!
I am going to hit on a sacred topic - Getting what you want.
I think everyone would like the answer to that one!
And I am not referring to some ethereal hunt for an abstract. I am also not referring
to a quasi-spiritual empowerment approach as seen in The Secret and other teachings
of similar nature. While they are wonderful, they are not my topic for this week.
No.
I am referring to something that has both feet on the ground and is anchored in reality:
We all want our patients to be a model members of our Dream Practice.
Right?
Absobloodylutely!
We all want them to not miss their appointments, to refer their whole family and everyone
around them, to fully grasp and agree with our recommendations, follow their schedule of
care, enroll in lifetime Wellness care with us, and pay us handsomely for our service - and
on time! And in cash!
WOW! That's a lot to ask for!
This is what you want is it not?
Well....isn't it?
"But, Dr. Ogi, it sounds too good to be true! Can it be possible?"
YES!
Listen, all people in your community want the same thing. They want to belong to
a doctor or office they are proud of, admire, respect, trust implicitly, and love. They
all want to see a doctor who they can speak to their friends about with pride and some
bragging! To do this is Human! And people have absolutely no difficulty paying such a
doctor what he/she is worth - his fee. And gladly! And they absolutely love referring their
children and friends to such an individual. And they talk about this person all day long and
to everyone they meet!
You are thinking: "Dr. Ogi, what fairytale are you reading?"
Get a grip......this is no fairytale! This is real. The problem is that it is not real for you!
THAT is the problem!
So.....if this scenario is not your reality, you need to analyze why not.
Let me give you a few hints:
1. People in your community want to see a doctor who can explain to them what he/she
does at a level they absolutely understand - there is no techno-babble used.
2. They also want to see a doctor who they feel innately, is not out to get their money.
If people get the sense that money is your god and the first thing on your mind
when they meet you - you will have a difficult time. That does not mean you cannot
have a fine home, the golf membership, the yacht, amazing car, etc. You can have
all those things.
Listen, when I was in practice, I would drive my Ferrari to my office every Friday and
give all the kids a ride up and down the street while their parents whipped out their
camcorders! And the license plate said it all: KIDS DR.
Everyone in town knew me and no one minded a bit.
People in your community want their doctor to do well. He/she is something they all
look up to.
3. People also do not want to be associated with a doctor who is just "too slick" and
canned. He has a line for every eventuality and his answers are rehearsed. He is a
fake. He is not real. No one likes to see such a person - it is a turn-off.
I remember taking a seminar years ago when I was just starting my practice and
the "coach" gave me a list of things to say to a patient on each and every visit - for
24 visits. Brutal!
Eg: 3rd visit - it's important for your kids to be here.
4th visit - have you had a chance to refer anyone to me yet?
5th visit - Chiropractic works well in helping people with headaches. Do you know
anyone you could refer with headaches?
6th visit - we have a special offer if you refer someone today, etc.
You get the idea. I could not be me!
But I can see some of you already: "Now that's a great idea, Dr. Ogi ! I'll try this! "
Don't you dare!
4. As well, people do not want to see a doctor who cheapens himself in the public eye
"Mary, for every person you refer to my office in the next month, you'll get a chance to win
a plasma TV. Isn't that wonderful?" Would you be attracted to such a doctor? Would you
feel comfortable referring your family to him? I thought not.
5. And people do not want to see, and be associated with, a doctor who is an advertising
maniac, one who is a marketing guru and markets his brains out. He has ads in every
paper and screenings at every Mall every week. People think: "He can't be very good.
He has to advertise so much"!
And they are right!
6. And lastly, they do not want to see a doctor who uses fear/scare tactics to get new
patients.
Or cries fake and rehearsed tears (yes, there are seminars that teach this technique)
he was taught to cry at some seminar or coaching program he attended.
That is the fastest way to totally kill your practice! Unfortunately a number of doctors
are still caught up in this game.
Fortunately, doctors who stoop to these methods generally do not last in practice very
long. And neither do the seminars that teach this approach. They do however change
their name so they appear brand new and the whole thing is repeated.
I've said this before: every person in your community wants to see only one type of doctor -
the one who is absolutely the very best. The one who is the best at being a doctor! The one
who is amazing! And the one everyone loves and trusts in your community.
You simply cannot beat these values!
This is what people want!
Are you it?
If you are, then you are already getting what you want. Simple.
If you are not, we have work to do. I would love to help you.
Please complete the Practice Health Mini-Check up on this website: www.practiceevolution.com.
It is a practice diagnostic test and will let you know why you are where you are, or why you
are not where you want to be!
We'll have a good chat on the phone and we'll debug your office!
You know what to do.....
Warmest wishes,
Dr. Ogi Ressel
Here is your affirmation for this week:
I am amazing.
I am incredible.
Everyone in my community wants to see me.
I exude love, trust, competence, and knowledge.
