Introduction

DOWNLOAD WORKSHEET – The 8 Essential Strategies for Practice Success

Welcome to ‘ The 8 Essential Strategies for Practice Success’ course – The things you absolutely need to know and be implementing in your practice.

This course contains vital functions that you must be mindful of and take action on as soon as possible.

The following 8 lessons will give you confidence that you are equipped with a framework for moving your practice/clinic/business forward over the coming weeks/months/years;

Avatar – know your ideal client.  Get clear on your ideal client (avatar) before moving one step further with your clinic or this course.

25 Influential. Create your list of the people that can help your practice grow and flourish.

Advertising. Platforms and methods that must be considered and implemented to share your message and promote your practice.

CRM – client relationship management. The way you manage your current and past client relationships is extremely important.

Sales letter copy. Properly deliver the information that potential patients require in order to choose your service.

Expertise. You must establish yourself as a leader for your patients to follow.

Reception. The quality of the reception at your clinic is one of the most important elements to ensure your success.

Psychology. Remember that business success is 80% psychological, 20% skill.

If you haven’t already done so, go back, download and print the attached worksheet.  This will be a reference tool you will likely use again and again, so keep it handy as a guide to follow.

IMPORTANT NOTE; if you are new to The Golden Cabinet, remember that each of these courses is an essential piece of a bigger puzzle, which is the membership section in its entirety.  As with the human body, one cannot have whole health without taking care of all aspects simultaneously. If you have not already done, so I encourage you to subscribe to the full membership, as I personally guarantee that your return on investment will be far beyond expectations.  The lessons within are pearls that I have learned along the way from various mentors and through experience, all which cumulatively have brought me the success I enjoy each and every day of my life.  I want that for you as well.

If you would like to speak more in depth regarding any of these topics and how they relate to your circumstance, please contact me anytime for a one-on-one consultation so I can better cater to your unique individual needs.

Avatar – know your ideal client

Welcome to the ‘Avatar – know your ideal client’ lesson of ‘The 8 Essential Strategies for Practice Success’ course.

If you haven’t already done so, please get clear on your ideal client (avatar) before moving one step further with your clinic or this course.  For those of you that have, this lesson is simply a review. In addition there are a couple additional questions to ask yourself whose answers will contain powerful ideas and copy that can be used in your sales pages, and all other marketing efforts as well.

Getting clear on your avatar (ideal client) gives the ‘Law of Attraction’, traction. Once you are clear on the ideal type of clients you want to become your patients I guarantee this is exactly who will start knocking on your clinic door.  Practically, it helps you really target your clinical intentions and marketing efforts, which produces better clinical results and financial return.

So for the sake of keeping this lesson a simple overview, let’s just touch on the points that you should be clear on with your avatar;

Basic information

• Gender
• Age
• Lifestyle choices
• Profession or career
• Income range
• What are their desires and aspirations (what are they looking for in life)?
• What are their fears frustrations and challenges?
• What keeps them up at night?
• What do they like and dislike?
• What objections could they have to buying your service? (money, time, non acceptance from spouse/peers)
• How do they make decisions? (logic, emotion, with spouse, financial)

Then answer these important questions…

• How will your service IMPACT their life? (Now, in 1 year, 5-10 years)
• What will it cost them to NOT commit to utilizing your service? (Pain and frustration) What will they miss out on?
• Who will the avatar become as a result of consuming your service? What changes and transformation will take place?
• What will be the ripple effects? How will their transformation impact those around them (i.e. family, kids, spouse, friends, colleagues, strangers)
• How will this make their life more fun, simple, easy, and interesting?

Understanding the conversations and answers to the questions that your avatar has going on in their head equips you with the information needed to really connect to your ideal client – your avatar. This helps keep all your efforts focused on the needs of your clients (present and potential) instead of what YOU think would be a more fun or interesting way of running your practice.

Take a breath, stretch, drink some water – and take some time to do the work and answer the questions above before moving onto the next lesson.

25 Influential

Welcome to the ‘25 Influential’ lesson of ‘The 8 Essential Strategies for Practice Success’ course.

This is a great step to take, especially if you are just starting out or in a new town/city, but it is also a very beneficial exercise if you are in an established practice as it may serve to inject new life into your clinic growth and opportunity.  It’s time to create your list of the people that can help your practice grow and flourish. Going through the full membership courses, ‘How to setup your virtual clinic’ & ‘The win x 3 recipe’, will help further clarify the following exercises, but please start here, now, as these are relationships that will be key to your long term success, and no better time than the present to plant seeds.

So to begin, open a spreadsheet and start your list of names or organizations in column A. Then utilize column B & C etc to input contact information, notes about the person, date and method of contact, projects/innovations, etc, and any other columns that you feel are necessary.

Practitioners (virtual clinic)

List reputable local healthcare practitioners in various  modalities to build relationships with (best if they do not already have a good alliance with another acupuncturist).

Strategic alliances

List of people, businesses, and organizations that cater to a demographic similar to your patient population (avatar).

Community

List of people in your local community who have influence and a strong social network (entrepreneurs, politicians, bloggers, social media mavens, etc).

So as discussed in the ‘How to setup your virtual clinic’ & ‘The win x 3 recipe’ courses in the membership section, there are some considerations to be mindful of when refining your list and actually making contact;

• Make sure the healthcare practitioners you are choosing for your virtual clinic will be of benefit to your patient and not just simply an attempt at creating a referral source.
• These same practitioners should be reputable and operate with similar integrity and values. You will get painted with the same brush as the company you keep.
• When developing a relationship with another person, business, or organization (strategic alliances) always ensure that the relationship fulfills the Win X 3 criteria – it benefits you (win), the strategic alliance (win), and most importantly, the patient (win).
• Respect people’s time. Most people that are worth developing relationships with are busy, and therefore you need to be wise in how you utilize your time with them.

Once you have made a big list of potential people/organizations, it is time to organize and prioritize them according to all the details you have found and how they fit or will be of benefit.  This helps you understand and prioritize who should be at the top of your list (according to importance/benefit), and who your time and financial allocations should emphasize.

Once you are clear on who you want to get close to, the most important next step is to ask yourself, ‘How can I be of benefit to these people?’.  Basically it boils down to figuring out how you can help them accomplish their personal/business goals. When you finally reach out to make contact this must be at the forefront of your intentions and motivations.  Put your needs second.

Find out an important bit of information about them or an important date in their life and bring them a small gift that is a fit and if possible, do it to acknowledge that important date. This is how you stand out from the crowd – show you care about people and the little details.  This sets a foundation for trust, especially if you have a collaborative project or event idea you want to pitch.  You get one chance for a first impression, so be mindful of how this happens with these key people.  If it goes well, a personal meeting to really connect is much more likely to occur.

A word of caution; if things go well, many of these relationships will become close business and/or personal friends, so it is important that you choose people not only for business and clinical benefit, but because you like and enjoy being around them.

Lastly, like any relationship in your life that is important to you, show them some love, and do it consistently,, for the long haul.

Take a breath, stretch, drink some water – and get at least 10 names on that list before moving on to the next lesson.

Advertising

Welcome to the ‘Advertising’ lesson of ‘The 8 Essential Strategies for Practice Success’ course.

The following points are advertising platforms and methods that must be considered and implemented to share your message and promote your practice.  You must experiment and decide which you will focus on from time to time so you can determine which provides your best ROI (return on investment).  These take time or money, or both.

Lead generation

Building lists online through free valuable information products (lead magnets) and through your clinical intake forms (get permission to communicate with them via email). Automated email sequences should nourish these lists.

Community contribution

Get noticed by giving back to your community. Participate in or create charitable events. Support causes that are in alignment with your company values.

Testimonials and reviews

Online ratings and client success stories are one of your best promotional tools.

Pay per click

Paid online advertising such as google adwords or facebook ads are very powerful tools if managed well.

Public Relations

PR companies offer press releases and connections to possible media placements.

Public speaking

Getting out there and educating the public should be on your agenda, whether you like it or not!

Radio & TV

These are extremely expensive but can be very powerful. If you are lucky or connected, becoming a health expert could be your ticket to radio or television exposure.

Phone calls

You and your staff should be well scripted and educated in sales. On the phone is the only time you get a potential client’s complete undivided attention.

Location Location Location

This is extremely important. Where your clinic is physically located largely determines the local eyeball exposure you will receive.

Website

Without a doubt your website is one of the most important aspects of promoting your practice. It is most often the first impression people have of your business. It should have good quality copy and be optimized for search engines.

Promotional materials

Brochures, cards, posters,, etc. Even in this digital era, many of these are still a must, as some people love to hold a tangible object in their hands. Good copy and design that caters to your target audience is essential.

Print advertising

Magazines, newspapers etc.. Are these worthwhile? My vote is that this is not the best place to allocate your ad budget.

Word of mouth

The Holy Grail of business promotion. Your unpaid sales force. This is what you create when you provide people with an amazing experience and a service that produces the desired results.

From here, it is simply time for you to get creative, and find ways to connect to your potential patients that are unique and effective!  I recommend the ‘5 Step Client Journey Roadmap’ course in the membership section for help innovating in your marketing and service efforts.  Enjoy the process.

Take a breath, stretch, drink some water – and add a tab to the spreadsheet you started in the ‘25 Influential’ lesson for each of the above advertising platforms and methods, then detail how you will be approaching each, along with approx timelines to keep you on track.

   1. Advertising?

• 1. where to share your message
  • contribute to your community – get noticed doing good
  • who you are not PR company pushes are what really build trust and long term clients
  • platforms: print, internet, PR, TV, radio, education, email, phone, brochures
• 2. Lead generation
  • generating referrals in your community
    • altruistic contribution
  • online advertising
  • lead magnets
    • create free and low cost products and services to attract potential clients/patients
  • 3. building lists and using them wisely
    • phone calls and email communications to past/current clients/patients
    • permission from current and past clients to communicate (double opt in)
      • put on your intake forms
    • 4. attracting clients/patients
      • online reviews and testimonials
    • 5. PPC
      • google adwords
      • social media advertising
    • 6. location location location
    • 7. word of mouth
      • the holy grail of real world marketing, practice growth, and business sustainability
      • your past and current clients, your greatest sales force
      • make customer service a main driving force behind your business
      • when people know they are cared about they come back and tell others
    • 8. be an educator
    • 9. SEO – search engine optimization
      • the digital marketing holy grail
    • 10. print advertising
      • is it dead?
      • The basics: business cards, brochures, postcards, and posters
        • yup you need ‘em
        • each should clearly include

1. who you are (- establish trust & authority
2. here is what I have for you – the tool or method that produces the solution and proof that it works
3. how it will help – the benefits, results, and outcomes
4. here is what you need to do now – call to action
   • move from brand building ego based marketing to customer centric adding value based marketing

Advertising?

platforms

lead generation

reviews and testimonials

location location location

word of mouth

SEO

Print advertising

1. Platforms
   1. who you are not PR company pushes are what really build trust and long term clients
   2. platforms: print, internet, PR, TV, radio, education, email, phone, brochures, be an educator, PR
   3. again, the importance of your avatar – choosing platforms – where are they / how to best reach them
2. Lead generation
   1. generating referrals in your community
      1. altruistic contribution
   2. online advertising
      1. PPC
         1. google adwords
         2. social media advertising
      2. lead magnets
         1. create free and low cost products and services to attract potential clients/patients
      3. online reviews and testimonials
      4. location location location
      5. word of mouth
         1. the holy grail of real world marketing, practice growth, and business sustainability
         2. your past and current clients, your greatest sales force
         3. make customer service a main driving force behind your business
         4. when people know they are cared about they come back and tell others
      6. SEO – search engine optimization
         1. the digital marketing holy grail
      7. print advertising
         1. is it dead?
         2. The basics: business cards, brochures, postcards, and posters
            1. yup you need ‘em
            2. each should clearly include
               1. who you are (- establish trust & authority
               2. here is what I have for you – the tool or method that produces the solution and proof that it works
               3. how it will help – the benefits, results, and outcomes
               4. here is what you need to do now – call to action
            3. move from brand building ego based marketing to customer centric adding value based marketing

CRM – client relationship management

Welcome to the ‘CRM – client relationship management’ lesson of ‘The 8 Essential Strategies for Practice Success’ course.

Since it is much easier to maintain an existing client than it is to gain a new one, the way you manage your current and past client relationships is extremely important. There are companies and software that are completely dedicated to client relationship management (CRM) such as Infusionsoft and Salesforce. All successful businesses have extensive CRM systems in place. As my dad always told me when referring to the importance of customer service, ‘If you don’t have customers you don’t have a business’.

Nurturing your existing client base is the job of you and your team. It involves constant ongoing tasks and check ins regarding your clients for each member of your team to properly maintain great relationships with your clients. CRM is an area of your business that needs extensive systems and protocols, checks ins and follow up. Significant time and budget should also be allocated to going above and beyond with CRM.

Bottom line, CRM keeps past and present clients engaged.  When done correctly their compliance to recommended treatment is increased (improving results), and satisfied clients word-of-mouth referral rates increase as well.

A quick case study to really display the importance of good CRM. My clinic does very well. There are currently 8 practitioners and we all focus on reproductive health. We have amazing relationships with MD’s, specialists, and many other healthcare providers in Vancouver, as well as a growing list of our unpaid sales force (satisfied clients!) due to our relentless experience focused model of care. I keep extensive statistics on many metrics involved with the business and patients, and I want to share a finding from many years ago that really made me understand the importance of CRM. It was raw hard data that I couldn’t ignore, so I became even more obsessive about delivering amazing CRM. As I was growing the clinic and adding practitioners it was natural to require more extensive systems and protocols to keep the clinic running smoothly. I quickly learned that if I developed solid CRM systems it would lower the stress of always being concerned about how all the patients were being cared for, as well it would give me more freedom to be present with my clients, and take care of the high priority tasks that required my attention (and that I loved!). Once my team grew and these systems were in place for a couple years we reviewed the numbers. Listen carefully to the following; the clinic experienced a 27% increase in appointment numbers, but was only showing a 15% increase in new client numbers. In other words, the number of appointments that were being booked per new client was growing substantially. My take away proved my belief that the most effective way to grow the clinic was to focus more on the CRM of existing and past clients, than acquiring new clients. The importance of good CRM was crystal clear.

The following are a few ideas you can consider implementing into your practice. I hope you consider implementing many of these or similar concepts into your clinic, and that they stimulate new innovations of how you can improve your CRM;

• Every week or two, review the past few weeks of your schedule and account for every patient appointment. Has anyone fallen through the cracks? Leave appropriate notes for yourself and reception so that people are properly scheduled and follow ups are done in a timely manner (as appropriate). Don’t just let a client vanish into thin air. It is your responsibility to help them schedule their treatment according to recommendations. Do not sit back and hope that they will call.
• Each week go through past client files and reach out to 2-5 of them, just to say hello, a gentle check in. Ask them about how they are doing, touch on their interests, family, and/or career etc.
• Create a shared document where reception / admin can place notes regarding client scheduling/billing needs. Practitioners view this throughout the day and update as necessary so reception can take appropriate actions.
• 1-2 days after an initial appointment with a new client (and they have received their treatment plan), pick up the phone and call them, ask them how they felt after their first treatment and whether they had any other questions you could answer.
• Send hard copy letters to their family MD, introducing yourself and your practice. It should be very short and sweet, just to let them know their patient is also in your care and if they have any questions to contact you anytime.
• Create an individualized treatment plan and either print to give to them or email via PDF format if you want to reduce paper use. This should outline exactly what you recommend, complete with prognosis and approx timeline for treatment. Ask them to bring it with them to their appointments, this way they keep it close and it help keep them accountable.
• Practitioners should leave clear notes for reception (preferably in the scheduling software) outlining exactly how each patient should be booked so check out is smooth. Practitioners should be updating this for each client regularly.
• When contacting a client that has ‘fallen through the cracks’ becomes futile, they should be placed in a specific spreadsheet with dates of contact so they do not get pestered by both practitioner and reception. Figure out how many attempts to communicate feel appropriate and do not go beyond this. Leave things for a few months then the practitioner can do one last gentle check in before scratching them from your list.
• Setup automated emails to your clients so that you stay close, but do not spam, as they must opt into this. The emails should be valuable and relevant to them, or they will simply unsubscribe and possibly be annoyed with you. Remember how full most people’s inbox is before running out and sending your clients multiple emails per week.
• Create a spreadsheet that keeps track of client stats, including the number of clients seen each week, how many new clients you booked each month, where your referrals are coming from, who you have asked for a review or testimonial (so you don’t ask twice), and any other research data you may be recording for retrospective reference.
• Reception should have a commonly asked Q&A document so that the practitioners can make sure the proper answers are readily available in point form for reception to use with clients.
• Add a tab to your spreadsheet that lists important key clients that you feel should be given extra TLC. They are great referral sources, have patronized your service many many times, or are just so great that you don’t want to forget to send them a Christmas card.

Finally you need to create an automated system to ensure your systems are being properly implemented on schedule. We use a google form that everyone must go through and fill out each week (and tracks actions) so that nothing gets missed.

Take a breath, stretch, drink some water – and start listing out places that you can improve and systematize your client support and clinical/admin systems.

Sales Letter Copy

Welcome to the ‘Sales Letter Copy’ lesson of ‘The 8 Essential Strategies for Practice Success’ course.

The following recipe is my version of a sales letter template format (see the ‘15 Simple Steps to Clarifying Your Message’ course for full details).  Use this template to create pages or videos that clearly communicate the solution you are selling to your potential client.  The order of the points as they are presented are important to follow precisely – even more important than your copy being top quality.  This recipe is setup to deliver the information your potential client requires in the order to maximize the impact of its messages. I suggest you use this format for writing the copy you will be using for the main pages of each condition you treat on your website or landing pages from marketing campaigns, the first places you want to direct the browser.  With this recipe and your expertise on the subject matter, you will find that the articles almost write themselves. Of course you should have someone you trust edit them afterwards to ensure the proper flow of grammar and punctuation are solid.

Headline/title

Use a ‘How to’ title, i.e. ‘How to Overcome XXX’.  Keep it simple and to the point.

Sub-title

Supports the headline, i.e. ‘What everyone with XXXX needs to know’.

Introduction

In one paragraph present the problem, show them you understand what they are going through, then reveal the solution basics.

Ease of Use

In one very short paragraph express to them how easy it is to implement these solutions in their life.

Tell the future

In one paragraph paint them a picture of what the future will look like when they choose your service to solve their problem. Focus on their desired clinical results and the personal transformation they will experience.

Prove you are an expert

In one paragraph you need to establish trust and authority, or in other words, why they should choose you, Include qualifications, experience, and training.

Benefit bullets:

3-5 benefits of choosing your service. Remember, people want to hear about outcomes, not the medicine or your skill set. Focus on how it will transform their life and why they are coming to you (less pain, more pleasure). Be specific with the copy, make the benefits clear, verifiable, measurable and focused on desired results.

Proof

In one paragraph establish why your solution is credible. Be clear and use simple numbers where possible. Include data, statistics, research, and patient testimony.

What will be delivered

In a short paragraph tell them exactly what they will get if they choose to move forward with you. How your service is delivered,  i.e. ‘Here’s what you get…’. A quick step-by-step of the actual service process so they understand the basics of what to expect.

Urgency

Gently remind them that natural treatment often takes time to produce the desired results, so the sooner they start the sooner they will reach their goals. A soft motivational nudge.

Reverse risk

Offer a risk free initial appointment where if they are not satisfied then they do not have to pay.

Call to action (CTA)

Make it very clear what you want them to do, i.e. call or email to book an appointment or take you up on a free 15 min phone / 30 min in house consultation.

P.S.

Short paragraph of how you look forward to helping them with achieving their goals. Then again briefly list out the main benefits (outcome, or solutions to their problem) of choosing your service.

That’s it. Just paste it all together and make sure it flows, then edit it carefully.

Take a breath, stretch, drink some water – and do the exercise before moving onto the next lesson.

Below are the 15 points you need to follow when creating copy that is ultimately selling a solution that your potential clients are looking for. This recipe ensures you touch on all the elements that need to be clearly communicated so your potential client has all relevant information needed to both be informed and make decisions. The results will be amazing content that will convert more potential clients to patients.

This recipe is my version of a sales letter template format.  The order of the points as they are presented are important to follow precisely – even more important than your copy being top quality.  This recipe is setup to deliver the information your potential client requires in the order to maximize the impact of its messages. I suggest you use this format for writing the copy you will be using for the main pages of each condition you treat on your website or landing pages from marketing campaigns, the first places you want to direct the browser.  With this recipe and your expertise on the subject matter, you will find that the articles almost write themselves. Of course you should have someone you trust edit them afterwards to ensure the proper flow of grammar and punctuation are solid.

So here it is.

1. Headline/title
   1. Use a ‘How to’ title, i.e. ‘How to Overcome XXXX’. Keep it simple and to the point, don’t overthink it or try to be too creative, be clear so they know what without a doubt what they are looking at.

2. Sub-title
   1. Supports the headline, i.e. ‘What everyone with XXXX needs to know’.

3. Introduction
   1. In one paragraph
      1. present the problem
      2. show them you understand what they are going through

• tell them it’s not their fault

1. then reveal the solution basics

4. Ease of Use
   1. In one very short paragraph express to them how easy it is to implement these solutions in their life.

5. Tell the future
   1. In one paragraph paint them a picture of what the future will look like when they choose your service to solve their problem
      1. Try to use wording that will touch their senses.
      2. i.e. ‘Close your eyes and imagine what it would be like to be past your struggles…’

• Focus on their desired clinical results and the personal transformation they will experience

6. Prove you are an expert
   1. In one paragraph you need to establish trust and authority, or in other words, why they should choose you
      1. Qualifications, experience, training.

7. Benefit bullets:
   1. 3-5 benefits of choosing your service.
   2. Remember, people want to hear about outcomes, not the medicine or your skill set. Focus on how it will transform their life and why they are coming to you (less pain, more pleasure).
   3. Be specific with the copy, make the benefits clear, verifiable, measurable and focused on desired results.
   4. Spell it out, connect the dots for them, make it simple.
   5. Highlight that this is something they have never seen before (new, different), be sure to leave them with a little curiosity.
   6. Always bold the keywords within the bullet point sentences so that if they are in a hurry and scanning that they will get the essence of the message.
   7. Make sure they understand how easy it is to implement your services into their life.

8. Proof
   1. In one paragraph establish why your solution is credible. Be clear and use simple numbers where possible.
      1. Data and research
      2. Patient testimony

• Tell them (in actual numbers) how many people you have helped. Inform them that you use a system that has worked for many.

1. Borrowed proof from celebrities and other authorities is powerful

9. What will be delivered
   1. In a short paragraph tell them exactly what they will get if they choose to move forward with you. How your service is delivered, e. Here’s what you get…
      1. Quick step-by-step of the actual service process so they understand the basics of what to expect.
      2. Durations, frequency, and speed of results. This is a common stumbling point for many practitioners. either they don’t know or are not confident enough to share these realities with their patient. You must be honest about prognosis and duration/frequency of treatments recommended, i.e. don’t be shy about saying it could take 6-12 months (or more) if that is your experience. It is better to underpromise and overdeliver than over promise and under deliver.

10. Bonus
    1. This may or may not be something you want to include. That said, people love bonuses and free stuff, i.e. ‘if you have more questions be sure and call to book a free 15 minute consultation’.  In the medical profession I recommend being careful with getting too creative here or offering upfront sales or discounts on your service.  You don’t want to sound like a used car salesman (or woman) and devalue your service.

11. Price
    1. List out the prices of the services offered. Don’t dance around the price, be clear about how much your services cost. (If you are not confident with the value of your service how can you expect your client to be confident in the value?)
       1. Make a couple comparisons to things people would commonly buy (i.e. ’for the price of a cup of coffee a day for one year you could go through a life transforming 3 month course of acupuncture treatments’) so they can relate to the cost (TIP: make the comparisons to common poor lifestyle habits etc).
    2. Explain how the basics of how insurance coverage works.

12. Urgency
    1. Gently remind them that natural treatment often takes time to produce the desired results, so the sooner they start the sooner they will reach their goals. A soft motivational nudge.

13. Reverse risk
    1. Offer a risk free initial appointment where if they are not satisfied then they do not have to pay. This can be the small print, or an announcement on the front page of your website meant to be a powerful incentive, whatever you are comfortable with.

14. Call to action (CTA)
    1. Make it very clear what you want them to do, i.e. call or email to book an appointment or take you up on a free 15 min phone / 30 min in house consultation. At the very least list out your contact info (email and phone) or better yet, an opt in form that they fill out which simply sends you their contact info so that reception can contact them to set things up.

15. S.
    1. Short paragraph of how you look forward to helping them with achieving their goals
    2. Then again briefly list out the main benefits (outcome, or solutions to their problem) of choosing your service again at the bottom of the page so they finish reading on what they will get out of starting a relationship with you.

That’s it. Just paste it all together and make sure it flows, then edit it carefully.

Now quickly read the final step regarding copy then go to the template exercise provided and use it to start writing copy for one of the main conditions your treat at your clinic.  Do it while you are pumped and this is fresh – you will be happy with the results.

Stretch, drink some water, take a deep belly breath, smile and rip through the next step about copy so that you can put pen to paper and pump out your first 15 point sales page!

Expertise

Welcome to the ‘Expertise’ lesson of ‘The 8 Essential Strategies for Practice Success’ course.

The following lesson will help you create  amazing content that MUST go into your bio (and video bio) for your clinic website and wherever else it appears. Potential patients want to know who you are before they will patronize your services. This is also an  extremely important exercise to convince yourself of your authority! Sometimes we don’t give ourselves enough credit for who we are, and what we’ve become. Pay close attention to how you research a professional service to help choose where you will put your hard earned dollars. This will help you establish where to put effort into refining your message to the world.  I also recommend you find out how your actual target patient population researches and makes decisions like these – simply ask a couple of your current patients.  These insights are worth their weight in gold.

You are establishing yourself as a leader for others to follow (especially your patients) – this is not a time to be timid, weak, or arrogant – aim for humble, but confident and proud.  It is also equally important to be authentic, be yourself. By doing so you will attract those patients who are attracted to YOU, and that makes your initial trust building between doctor/patient so much easier.

The following are questions to answer, essentials to bullet point, and others opinions to include;

Why you? 

This is one of the most important questions that your potential client has so you must answer this – who is this guy?  can I trust him?  will he be able to help me?

Tell your story

Be honest and real. People want to connect with a real human. Explain how you became the expert they want to put their faith in.

Credentials / Education

List them out in simple bullet points, and be sure to include specific continuing education on specific conditions.

Qualifications for solving their problem

This is where you write your experience in years, time studying condition, personal experience, cases seen, appointment numbers (i.e. ‘I have had hundreds of appointments treating this condition…’), etc..

Establish why your solution is credible

Show proof, data, research.  Be sure to make these simple bullet points with tangible numbers or conclusions, complete with references.

3rd party testimony

Online reviews, testimonials, and success stories. For many, this social proof is the deciding factor of whether or not they will use your services. When is the last time you looked for online reviews before utilizing someone’s services?

Use video

Put yourself out there for people to see. This is more work and tough for many, but it is so worth putting the effort in as videos pay off for months/years into the future.

Once you have gone through a couple of drafts and are happy with the information you are delivering, I highly recommend you getting people close to you that admire and love you, as well as colleagues and trusted allies to read it through and give you their honest feedback. Take it all with a grain of salt – you do not have to listen to every piece of advice or criticism, ultimately it is you and it should feel right for you.  Finally, please get both a story and copy editor to make it flow and clean it up.

Remember, your ‘about’ page is likely to be the deciding factor of whether someone chooses your services or not, so it is worth your time, energy, and money to get it right.

Lastly, I want to leave you with some wise words from a mentor of mine, the late JIm Rohn regarding personal development and leadership. The following his poetic expressions of the  essential qualities to cultivate if you are to become a leader that others (your patients) will want to follow…

• be strong but not rude
• be kind but not weak
• be bold but not a bully
• be humble but not timid
• be thoughtful but not lazy
• be proud but not arrogant
• be funny but not foolish
• be witty but not silly
• be content with what you have achieved but ambitious for more

Take a breath, stretch, drink some water – and get writing!

Reception

Welcome to the ‘Reception’ lesson of ‘The 8 Essential Strategies for Practice Success’ course.

In my opinion, the quality of the reception at your clinic is one of the most important elements to ensure your success, both clinically (results) and in business (client experience).  Clearly, this is a huge topic and a place which we should all spend considerable time and resources focusing on. But for the sake of this lesson, I will be emphasizing the importance of having systems in place for your reception to implement and live by.

An extremely important reason to systematize your practice/clinic/business is so your team possesses an easy-to-deliver quality service!  What I mean by this is simple;, if your team is not always worried about what they are supposed to be doing or saying then they are more free to be themselves and prioritize building relationships with the clients. This is especially important in your front admin/reception positions.  You want your front staff to be great at connecting with people, not overwhelmed by the tasks and processes. Easy-to-deliver systems for the technical aspects of the job allows them to do just that.

Every system must be documented and updated regularly. Manuals must be created with enough clarity that all tasks could be completed by someone new to the company, without instruction. Manuals should have each minute detail of the process – do not leave anything to chance or just assume people will understand what to do. Creating or updating a manual is something you MUST ask your reception / admin staff to do from day 1, it will be worth its weight in gold (for reasons discussed soon).  You should have the intention for this manual to grow and evolve into a tool that could be used to duplicate what you are doing in a totally different location by totally different people, and things get done the same way every time – building your company to scale, if so ever desired.  This is basically the essence of a franchise, you want to set up your business with the franchise model in mind, even if you have absolutely no intention of franchising (thank you Michael Gerber).

The following are the main points where solid systems need to be in place for your team;

Communications

With the clients and internally amongst the team.

Operations

Tasks & duties that are performed regularly. General procedure and upkeep of the clinic.

Prioritization is also key here. Reception should have a priority system for anytime of the day that is deeply ingrained in their habits. For example, the morning opening priorities should look something like this;

1. Always cater to client in front of you before anything else (conversation, billing, scheduling, etc)
2. Client management (scheduling new clients, cancellations, waitlist, call backs & responding, etc)
3. Basic opening tasks (turn on lights and computer, set atmosphere, etc)
4. Everything else (in continued priority sequence according to daily and clinical needs etc)

When this system is known and clearly laid out in a manual then you can have peace of mind that things are getting done in a prioritized sequence.  That said, these task lists and clarity should go on and on and be well documented as I have reiterated (what makes many companies stand apart is often the little details!). In the ‘Systems for Success’ course I expand just a on the first 3 points above to help you begin to see the extensiveness that should be involved in the creation of good company manuals. Being anal about these systems and manuals has proven successful in giving me freedom from needing to worry about things getting done, or the training of new employees.

I believe a good doctor is an organized doctor, and a good clinic is an organized clinic.  To that end, a primary take away is that all these systems and processes should be documented FOR EVERY OPERATION in your business in a precise detailed manner, as the possibility of you losing staff at some point is inevitable, and these documented systems will minimize the impact of the staff changes on you, your team, and most importantly – the client and their experience. Also, people like to know what they are supposed to be doing at work and what exactly is expected of them.  If it is clear then there is a greater possibility that they will perform well, be happy with the lack of micromanagement, and stick around (ah the holy grail of staff retention!).

Take a breath, stretch, drink some water – and start creating and documenting your administrative and clinical systems today!

Psychology

Welcome to the ‘Psychology’ lesson of ‘The 8 Essential Strategies for Practice Success’ course.

Go through the following exercises to help tend your mental garden. Remember that business success is 80% psychological, 20% skill.

Who do I spend most of my time with?

You become who you spend time with.  This is fact. I love Tony Robbins.  I think he is remarkable. He would call this lesson ‘THE POWER OF PROXIMITY’.  He clearly uses more dynamic phrasing than I do – but what he means, simply stated; who you spend the most time with in your life determines the type of life you are going to experience.  Since I learned this Tony wisdom I have watched and verified its truth.  I have made great strides to accommodate this principle into my personal and business life.  Who I give my time to is of huge importance to me, especially since I have a lovely wife, 3 young boys, and a couple of teams that require most of the prime Spence time.  In a week long business mastery course, Tony went as far to say that this is the most important principle to understand in life and in business, your success or failure depends mostly on proximity. I have grown to agree.  Who you spend most of your time with must be in alignment with your dreams and goals, values and practices. Ignore this and you are depriving yourself of an essential nutrient for life. So, your task today is to make a list of 5-10 people you spend the most time with in your life, then with some deep reflection, determine if your inner circle is bringing you closer to, or further from, your goals and dreams.

What am I grateful for?

Literally speaking, if you are truly grateful, you are already swimming in  abundance and living a fulfilled life!  And the mere act of being grateful frees you from any emotional stress that plagues you, it really does.  The actual act of being grateful is a practice, not unlike prayer or meditation.  Prayer is asking, meditation is listening, and gratitude is saying ‘thank you’.  In my humble opinion it sounds like they are all necessary spokes on the wheel of life. These are the pillars of my spirituality, and I practice them daily – and because of this, life provides me with more than I need, and my heart feels full and light.  So, your task today is to write a list of as many things you can think of that you are grateful for. This should be a long list.

Self-assessment

Email 10 people that you trust and literally ask them to email you back with what they feel are your strengths in life.  This first exercise feels good – trust me, you might even get addicted to receiving feedback and get creative as to how to get more feedback from different people in your life.  This is a good skill to develop, ultimately helping you grow and achieve. This ties into my obsession with prioritizing.  Your top strengths NEED to be used – they are your vital functions within your practice, business, and life.  If you really want to make a mark and leave any sort of legacy in this lifetime, or simply want a successful practice, knowing your strengths and prioritizing your role, tasks, and projects within your company is absolutely essential. It is a little known fact that most uber successful people at any given skill, are most often very weak or not good at all in other aspects of life. It is necessary to let go of needing to do everything if you want to grow your clinic beyond yourself, otherwise you are doing nothing more than creating your own jail,.. congrats, you are the owner of a job. Then if you are brave enough, reply to those who responded and ask them to share what they perceive are your weaknesses! Finally, take the information you received and presenting it to your life coach (or me!) as areas to nourish and shine a light on so they do not have power over you or sabotage your success in any way.  You can do it, it’s so worthwhile getting constructive feedback – as a business this is a must, I feel the same for you and I personally.

My Success Definition

This exercise is much easier if you go through the whole course ‘Discovering your definition of success’ in the membership section, but I encourage you to simply start now and refine later. I recommend keeping it to one succinct paragraph. Take time to edit the writing and get help if needed. It is important this exercise is done with focused intention and great care to ensure it captures the essence of what success really looks like in your life.  The following is my Success Definition if you need help getting into the flow!  “I spend quality time with my family being a great, happy, calm, loving father-husband-son-brother.  I create and cultivate vibrant health and feel light as I take each step.  People seek me out as a Doctor trusting and knowing I have one focus; helping to create happy, healthy families.  I contribute to my community and world, by being part of the solution.  I am abundant financially (security, vitality, independence, freedom) and live powerfully comfortable.  I am a reflection of a fully expressed and realized life to those that cross my path, especially my little dudes.  I express gratitude for everything, in my life, with each breath I take.”

20-10-5-3-1

Laying out life is so exciting to me, I hope it is for you too. Write out the things you want to accomplish and the person you want to be in 20 years, then work backwards writing bullet points for each  to make sure the years leading to this keep you pointed in the right direction.  This sets out the vision then makes clear the steps and timeline necessary in order to achieve those long term goals.

20 Year Goals – By the time I am ______ years old I will have accomplished the following…

10 Year Goals – By the time I am ______ years old I will have accomplished the following…

5 Year Goals – By the time I am ______ years old I will have accomplished the following…

3 Year Goals – By the time I am ______ years old I will have accomplished the following…

1 Year Goals – By the time I am ______ years old I will have accomplished the following…

Then you should further dissect into 90 days and 1 week goals – which obviously change and require frequent updating.  Your 1-3-5-10-20 year goals being set out will always act as a guide for setting out your 1 week and 90 day goals – this ensures you will always be headed in the right direction and not get off course. Ask yourself; Will this 90 day goal bring me closer to my 1 year goal?  If the answer is ‘yes’ then great, you are on track and your actions will be taking you toward your 3-5-10 and 20 year goals.  Make sense?  If the answer is ‘no’ then it is clear and you can reevaluate or change your 90 day and 1 week goals to be in alignment.

Take a breath, stretch, drink some water, and be excited about how tending your mental garden will take your practice, business, and life to a whole new level. Just imagine the peace of mind!

Lastly, in your chair or wherever your mobile device has taken you, be deeply grateful for the life changing results that the work you are doing will produce.  Remember to contact me for individualized support regarding this or any other topics in relation to your personal and business success.

I look forward to hearing about all your ideas, plans, successes, accomplished goals, and fulfilled dreams.

Sincerely,

Spence

Reflect

(psychology, productivity): Clarify your vision and purpose (introspection / mindset)

Purpose: the right psychology can catapult your practice and business to new heights and create a flow that you know happens when you are in the right mindset.  Conversely, not tending your mental landscape can have detrimental effects on the well-being of your practice/clinic/business.

Results: understand without a doubt that your psychology is key to the success of your practice and business – and that you must stand guard at the doorway of your mind.

10×10 Table of Contents

1. Mission / Vision
2. Core values
3. Define Success
4. Personal growth
5. What are you committed to?
6. Abundance mindset
7. Confidence & courage
8. Productivity
9. Distraction
10. Self assessment
11. Why

Mission / Vision

1. purpose
2. desired results
3. contribution
4. what do you stand for?
5. get your team involved
6. core values

the right psychology can catapult your practice and business to new heights and create a flow that you know happens when you are in the right mindset.  Conversely, not tending your mental landscape can have detrimental effects on the well-being of your practice/clinic/business. understand without a doubt that your psychology is key to the success of your practice and business – and that you must stand guard at the doorway of your mind.

In this lesson I will be covering…

If you would like to speak more in depth regarding any of these topics and how they relate to your circumstance, please contact us for a one-on-one consultation so we can better cater to your indiviudual needs.

• after last lesson things should be more clear – now its time to get your biz mission/vision done
  • the power of intention – intentional living
  • get your team involved in this process
  • this is personal for your organization, there is no right or wrong
• goal setting
• core values
  • core values worksheet
• http://thecompoundeffect.com/downloads/english-core_values_assessment.pdf
• list attached to help guide
• purpose
• desired results
• contribution
• what do you stand for?

   1.  Core values

• 1. choose the values that resonate best with you
• 2. core values worksheet

• http://thecompoundeffect.com/downloads/english-core_values_assessment.pdf

   2. Define Success

the right psychology can catapult your practice and business to new heights and create a flow that you know happens when you are in the right mindset.  Conversely, not tending your mental landscape can have detrimental effects on the well-being of your practice/clinic/business. understand without a doubt that your psychology is key to the success of your practice and business – and that you must stand guard at the doorway of your mind.

In this lesson I will be covering…

Remember, If you would like to speak more in depth regarding any of these topics and how they relate to your circumstance, please contact us anytime for a one-on-one consultation so we can better cater to your indiviudual needs.

• take the time to sit and get clear on what this means to you (& YOUR BUSINESS) – this will guide your entire process
• Start with WHY – list out reasons you commit to being successful (for now, fuck the tyranny of HOW) – WORKSHEET
• practice, clinic, business???
• Personal growth and development
  • success is about the person you become in order to succeed
• worksheet: WHAT ARE THE METRICS – how you want to spend your time, how you want people to perceive you, how you want to feel, how you want to contribute to the world, what does integrity and virtue mean to you, what does freedom look like,, how will you achieve peace, how will you fully express your potential, and most importantly – be grateful at all times for what you have.
• successes & failures
  • list out successes in your life – a simple way to get started – worksheet
  • list out failures in your life NO JUDGMENT – write in third person if this helps – a simple way to get started – worksheet
• write your obituary
  • Alfred Nobel example – worksheet
  • OBITUARY: Spence Pentland
• The sun rose and set on his boys. They were his absolute pride and joy.  Each and every day of his life he did his best to live as an example to them and provide a safe abundant environment for them to blossom, so they were equipped to step into the world, grow and contribute how they desired.  He also deeply loved and always took special care of his beautiful wife Chantal.  Together they were a wonderful couple that made the world a better place.  They were a great team, enjoyed each other immensely, were always clear on their boys being their top priority, and set an example to be followed by couples and parents.  Spence pursued personal growth relentlessly and loved being a businessman in his community, just like his father.  Nothing was more important to Spence than family, so he loved helping thousands of women and couples start or expand their own families through his practice of TCM and countless other ways he reached people with his messages.  Because of this profound contribution to many people’s lives he made a lot of friends and created many meaningful relationships.  His one regret would have been being so far away from his own mother, father, and brother.  He was the baby of his own family and was always the one to both rock the boat and cultivate love and open communication.  His love and concern for the environment was inspirational.  He thought generations beyond himself and wanted to play a role in ensuring we leave a fertile world for his grandchildren and great grandchildren. Driven, passionate, a picture of whole health, kind and compassionate, honest and in-your-face, he always wanted to succeed and help others do so as well.  He will be missed but the legacy he leaves behind will live on and continue to help his family and many others live a better more healthy fertile life for many years to come.  Enjoy the afterlife Spence, you deserve it!
• I know I am successful when…(bullet points) – worksheet
  • complete this sentence; I know I am successful when…
• repeat, and repeat again, and again.
• e.
  • I know I am successful when I wake up and am excited about my day
  • I wake up in the morning and I am doing what I want to be doing
  • I feel an inner peace and excitement
  • I feel light
  • My family is happy
  • my relationship with my wife is full of love, romance, and smooth.
  • I feel excited, passionate, ready to rip it with hard work and creativity
  • I feel like celebrating and playing
  • I dress well and sit back while out for dinner, smile, and just know that things are awesome
  • I have lots of patience for others, especially the more difficult folk
  • I am exercising regularly and feel great energy
  • I am eating well
  • I am growing and learning
  • The people that are a part of my creations are happy and thriving, growing, contributing
  • Financial energy is smooth and abundant
  • I am making the world a better place
• what does being in flow mean to you?
  • I feel like I could do whatever I am doing forever without any other sort of fuel as it is feeding me and bending time. It is fulfilling because I am accomplishing either being or doing something that is in direct alignment with my goals dreams and vision.
  • Finances are abundant and give a sense of gratitude, security, vitality, independence, and freedom, never cause stress, worry or fear.
  • It is clear that I am growing because I can feel the deep nurturing of my soul.
  • Emotions play almost no role, I just am.
  • Consumed by the lovely space it creates for me to just be with myself.
  • Consumed by the exponential love and fun that grows when the child energy is allowed to take over. Play and celebrating is key to my dynamic balance and flow.
  • Boundless energy, physically, mentally, and spiritually.
  • My support systems are taking great care of me, helping me grow.
  • Everything is smooth with clients and team – all are trusting of my leadership.
  • A deep sense that what I am doing will help people and the world be a healthier place.
  • I feel like I am being perceived as successful by family friends and peers. I am a reflection of a fully expressed and realized life to those that cross my path, especially my little dudes.
  • When my focus is gratitude, flow follows.
• success definition – spence’s example – worksheet
  • ink it don’t just think it
• My success definition – I spend quality time with my family being a great, happy, calm, loving father-husband-son-brother. I create and cultivate vibrant health and feel light as I take each step.  People seek me out as a Doctor trusting and knowing I have one focus; helping to create happy, healthy families.  I contribute to my community and world, by being part of the solution.  I am abundant financially (security, vitality, independence, freedom) and live powerfully comfortable.  I am a reflection of a fully expressed and realized life to those that cross my path, especially my little dudes.  I express gratitude for everything, in my life, with each breath I take.

   3. Personal growth

• 1. success is holistic – be mindful of all aspects of your personal garden

• define ‘success’ for yourself then use this as a guide for each and every minute of every day and the choices you make about how to spend them.
• study successful people with the same passion you had when you were studying medicine
  • how did they do it
• defining success and studying successful people will help you understand opportunity – seize the moment, recognize opportunity and decide to act.
• success is not something you accomplish, it is something you attract when you become a successful person
  • 2. health and wellness
    • 2.1. immune system – keep yourself healthy and strong
  • choose down time, don’t create sick days
  • if you are getting sick a lot you are not listening to clear signals
  • explore everything about what is going on in your life when you are feeling low or sick and attempt to begin to understand what aspects of how you are living is manifesting this non-optimal state.
  • what are you doing that is right for you, and what are you doing that is not right for you
    • figure this out then be clear on the changes that need to be made and make them, period
      • 2.2. listen to your own medicine, practice what you preach
    • insert ALL learned TCM knowledge here….then
    • do what it says.
      • 2.3. law of attraction
    • when you are healthy and have an abundance of energy, you attract an abundance of energy
    • fear attracts more fear
    • poor self-talk attracts poor life
    • spending money (wisely investing) attracts more money
    • health & wellness attracts more health & wellness
    • bad food choices produce more bad food choices
    • success attracts more success
    • love attracts love – it’s that simple
      • 3. psychology
    • the power of intention
    • develop systems to check in on yourself
      • people that love you and that you respect – ask and take their feedback
    • Get in your head and you’re dead. Biz success is 80% psychological and 20% skill.
      • really pay attention to the conversations you have with yourself
      • take the steps required to delete self talk that doesn’t serve you or those around you
      • move to really making it a priority in your life to install the psychology that is essential for you to become the person that will fulfill the life dream of.
    • be constantly consciously programming yourself to support the efforts needed to have the life you want
    • start making a journey or document of all the wise words you hear that really resonate with you
      • read it weekly, try to memorize and recite regularly
    • FUCK THE TYRANNY OF HOW – STAY WITH THE WHAT/WHY
    • write a list of reasons why you commit to becoming successful; i.e.
      • more time with family
      • give more to charity
      • less stress
      • more money
      • fulfillment
      • contribute to society
      • etc
      • try to come up with 100 reasons – bullet point form,…aaaaand GO!
    • your relationship with money…
      • is it healthy? is it in alignment with your values and goals?
      • ask others opinions about you that know you well
      • maybe you should spend some time around people who are good with money or work with it professionally and understand the true value and power of money
      • do you need to pull back and chill out regarding always focussing on the ‘bottom line’?
      • are you truly grateful for the money you make and have?
      • 4. goal setting
    • The most important benefit of setting goals isn’t achieving your goal; it’s what you do and the person you become in order to achieve your goal that’s the real benefit.
    • 20-10-3 year -1 year -90 days – 1 week
    • working backwards allows you to set up properly for the future
    • this includes business and personal – as they are intimately connected
    • remember: your business should be set up to provide you with the life you desire
    • then – to accomplish your goals;
      • change your beliefs accordingly
      • educate yourself, then learn, then educate yourself some more
      • take massive action
      • persevere
    • list of resources / exercises
      • 5. support system
    • spend time with people who interest you and spark your need to grow
    • this might be one of the single most important lessons in this whole program
      • 6. stand guard at the doorway to you
    • choose to guard your precious time and energy for things that nourish you
    • toxic people
    • distraction
    • turn off the damn news
    • make a extensive list of the terrible life you could have if you don’t take action
      • 7. always be learning
    • be a student of ability – learn more skills, continually.
      • 8. prioritizing
    • If you feel that you don’t have enough time then you don’t have clearly defined priorities.
    • focus on less to become more
    • learning to say ‘No’ (see next section)
      • 9. learn when to say yes and when to say no
    • one of the most important things you can learn early in life when building and growing is to be a yes person. do whatever it takes to get yourself moving in the direction that you want to be moving…
    • then…
    • when the universe starts to provide you with abundance, learning when to say no becomes the most important skill you need to learn to take things to the next level – true success.
      • if it is not a ‘hell yeah’ then it is a no.
      • ‘No’ is the master skill of success
      • focus on less to become more (prioritizing)
      • when in doubt say ‘no’, don’t let your mouth overload your back. ~ Jim Rohn
      • for every 100 ideas, say no to 99 of them. – Warren Buffet
      • 10. cultivate leader qualities (Jim Rohn)
    • Now these are some great words to live by…
      • be strong but not rude
      • be kind but not weak
      • be bold but not a bully
      • be humble but not timid
      • be thoughtful but not lazy
      • be proud but not arrogant
      • be funny but not foolish
      • be witty but not silly
      • be content with what you have achieved but ambitious for more

   4. What are you committed to?

• 1. the power of intention – intentional living
• 2. are you actually committed to being successful?
• 3. are you committed to becoming financially abundant?
• 4. write a list of reasons why you commit to becoming successful; i.e. I commit to becoming successful (insert your word here)

• more time with family
• give more to charity
• less stress
• more money
• fulfillment
• contribute to society
• etc
• try to come up with 100 reasons – bullet point form,…aaaaand GO!

   5. MONEY MASTERY

the right psychology can catapult your practice and business to new heights and create a flow that you know happens when you are in the right mindset.  Conversely, not tending your mental landscape can have detrimental effects on the well-being of your practice/clinic/business. understand without a doubt that your psychology is key to the success of your practice and business – and that you must stand guard at the doorway of your mind.

In this lesson I will be covering…

If you would like to speak more in depth regarding any of these topics and how they relate to your circumstance, please contact us for a one-on-one consultation so we can better cater to your indiviudual needs.

• relationship with money
  • is it healthy? is it in alignment with your values and goals? Start with WHY
  • ask others opinions about you that know you well and are from different peer group circles so answers come from different perspectives (accountant, banker, father, partner, friends) – worksheet
    • maybe you should spend some time around people who are good with money or work with it professionally and understand the true value and power of money
  • do you need to pull back and chill out regarding always focussing on the ‘bottom line’?
  • are you truly grateful for the money you make and have?
  • Would it benefit you to consider changing some of your beliefs around money to better serve you?
    • quickly write down the first few ideas that come to your head that if you changed today would positively affect your relationship with money?
  • Is there ‘the old you’ programming that is holding you back?
  • do you ever consider this simple fact – the more you have the more you can give to causes you believe in and can help change the world?
  • do you not believe that what you do for people is worth the money they exchange for your services?
    • need reception to take care of money at clinic
    • listen to accountant
    • could you consider that the money people give you in order for you to share your skills and gifts with them is what they want to do? i assume you like to give money to people in exchange for things they do to care for you and help your life improve.
  • FREEDOM – have to disconnect from ‘work time = $’. Take the risk up front – add value and reward will come. – this is more for those who want to build more than a practice, for those who want to grow abundance through the cultivation of a clinic and running a business.
• support system – worksheet
  • who do you spend your time with – this is your support system?
    • it is well accepted wisdom that you become like the people you spend the most time with.
    • this might be one of the single most important lessons in this whole program
    • spend time with people who interest you and spark your need to grow
    • Take a moment to list out the 5-10 people you spend most of your time with.
      • are they old high school friends that arrest your development due to fear of how you will be perceived and treated if you change/grow?
      • are they addicted to alcohol or drugs?
      • do they say ‘i can’t’ a lot? i.e. I can’t afford that, I can’t do that, etc
      • do they sit and talk about their dreams but never take any action?
      • are they abundant thinkers full of hope and energy, wanting to help change the world?
      • are they ready each day to do what it takes to move their life to the next level, are nice to others, and liked by anyone who meets them?
      • are they rich or poor?
    • Once you have the list – really take some time to consider whether or not you should be looking for some new folk in your support circle, and whether a spiritual divorce or two (or more) is necessary. – worksheet
  • the power of intention – the law of attraction
    • I think this is something that most would agree with, but yet do not put it into daily life and business practice. When we are happy and grateful – we attract abundance and others that are happy into our day.  When we live in fear and a mentality of scarcity – we attract doubt and grow our fear.
    • if you want to attract people be attractive, if you want to receive – give (yes give to charity even when you are struggling to get by), if you want love then be loving (the foundation of any relationship), if you want to be followed – lead (an important principle with patients – as you need them to follow you, be the person they would want to follow), if you want to be accepted – be accepting (judge not lest ye be judged – step through life always trying to make the choice to change judgement to curiosity)
      • poor self-talk attracts poor life
      • spending money (wisely investing) attracts more money
      • health & wellness attracts more health & wellness
      • bad food choices produce more bad food choices
      • success attracts more success,
    • it is as simple as this; the more people you help in this world – the more value you add to people’s lives, the more you will be provided with the abundance you desire (money, significance, love, connection, growth, recognition, certainty).
    • if you want more patients – refer more people to others (givers gain – BNI – chris opinion)
  • attitude of gratitude – worksheet
    • Wash hands mindfulness and gratitude exercise

   6. Confidence & courage

how to overcome fear (chris should do how to develop courage/confidence)

the right psychology can catapult your practice and business to new heights and create a flow that you know happens when you are in the right mindset.  Conversely, not tending your mental landscape can have detrimental effects on the well-being of your practice/clinic/business. understand without a doubt that your psychology is key to the success of your practice and business – and that you must stand guard at the doorway of your mind.

In this lesson I will be covering…

If you would like to speak more in depth regarding any of these topics and how they relate to your circumstance, please contact us for a one-on-one consultation so we can better cater to your indiviudual needs.

• take ego out of the picture
  • fear means you are focusing on yourself not the vision/mission or how you will add value to others lives
    • take ego out of the picture – position yourself as a facilitator of the messages you are delivering or the healing you are intending, cause lets face it – you are not a wizard, you are a human being connecting with another and sharing your skill set or knowledge to help them in some way – its that simple, don’t overcomplicate things.
    • learned this with public speaking focusing on yourself instead of the message to help people then yes you will be nervous
      • the other most important solution to fear when public speaking is preparation and practice, then more prep and practice, and then some prep and practice again.
    • vulnerability
      • vulnerability is actually a necessary ingredient in developing courage – unless of course you are a narcissist. This is literally what we attempt to get our patients to do with us – be vulnerable with us in the treatment room, tell us all the dark shameful aspects of their life so that we can get a clear picture and determine how to best facilitate healing.  This is extremely courageous of these people to do – and this is why the way in which we are present with them and focus on connecting is so important.
        • do not be shy, when appropriate of course, to share difficulties you have experienced in life and health – as to tell someone that you understand what they are going through and for them to actually believe you can be 2 different things. To be authentic and relatable with a client may go against your instinct to keep yourself the ‘professional’ or ‘doctor’ but when it is appropriately placed it can launch your connection to your patient to new heights where they will listen and comply with your recommendations far beyond expectation. Being authentic can be terrifying, as you are naked and raw – but it is also the birthplace of courage – as brenne brown says “the meaning of courage is to live whole-heartedly – step into this life and give everyone the gift of the authentic you – cause if you are not they will know it a mile away, and if you are the courage you will develop and the love you will receive will make your life fulfilling.
        • when you start to really look at yourself and get the courage to be authentic – you will learn you deeper inner stories – what drives you (whether good or bad) will surface, then you can shine light on the dark sides of yourself so it no longer controls you, and conversely you can mindfully train the muscle of your strengths and turn them into superpowers. But you will not be able to reach these heights unless you are true to yourself and live authentically.
        • remember, success is not about the achievements, it is about the person you must become in order to achieve.
        • you were given gifts that the world needs – let the world see your light shine. My theme song running in the back of my head and it reminds me to divorce my commitment to living small – “this little light of mine, I’m going to let it shine!”
      • be an example
        • who are you a mentor to?
          • i have a family – boyz watching me, I have to be the one that shows them how to overcome fear – it makes me accountable for living a fully realized life for them to observe.
          • I teach them that everyone has fear – but when something needs to get done you face the fear and do it anyway – and that develops courage, something almost every human being wishes they had more of.
          • I tell you that this has given me more inner peace than anything else in my life – the fact that every morning when I wake up I know that my prime objective is to live the example I want my boys to see.
          • before I had kids I really didn’t know what it meant to want to be an example to someone, but now I really understand the importance of helping others on their journey with any wisdom you may have imparted along the way. I am very grateful for those that have been in my life and done so for me – I simply would not be where I am today if I had not searched out teachers, mentors, and coaches to help me with the aspects of myself that need attention and improvement – now that is vulnerability.  As Jim Rohn says “it’s good to learn from your mistakes, but its better to learn from other peoples” – as let’s face it, we are all going to fail, make mistakes, and generally be human.  It is not something to be ashamed of, it is something to embrace and simply learn from.
          • I heard someone describe the speakers at TED talks – supposed to be the most brilliant minds of our time – as being the people who are the best at failing – and this simply means that they are so driven to accomplish what they have set their sights on that failure is nothing more than a perception of hiccups along the path to success – feedback that must be used to redirect efforts.
          • So I ask again, who are you or could you be a mentor to?
        • unrelenting personal growth
        • when to say YES and when to say NO
          • “to become successful be a YES person – then to take it to the next level, learn to say NO”
            1. WHEN to say YES
          • one of the most important things you can learn early in life when building and growing is to be a yes person. do whatever it takes to get yourself moving in the direction that you want to be moving…
          • associates in my clinic that are yes people create successful practices very quickly – taking advice about writing blogs, doing public talks, integrating vital clinical systems, reaching out to past clients, contributing to projects, patient scripting and clinical pearls, recommended courses etc
          • then…

1. WHEN to say NO

• it is my experience that when the universe starts to provide you with abundance, learning when to say no becomes the most important skill you need to learn to take things to the next level – true success.
  • if it is not a ‘hell yeah’ then it is a no.
  • Steve jobs – ‘No’ is the master skill of success’
  • Darren Hardy – focus on less to become more (prioritizing)
  • Jim Rohn – when in doubt say ‘no’, don’t let your mouth overload your back.
  • Warren Buffet – for every 100 ideas, say no to 99 of them.
    • prioritizing is how oprah, oz, musk, branson got to where they are
    • you MUST learn to say NO to things that you know you will not take to the place that you want to put your name stamp on it. if you are saying yes to too many things you will be in fear of failure and rightfully so.
    • really get clear before saying yes to new projects or tasks by testing against your business and life vision and asking – is this the best use of my time? will this take me toward my destination or further away?  Is this something that is best left for now or delegated?
    • fear stems from chaos and not knowing where you are going, or what needs to get done, and how it will get done. So again – the time spent on being clear about what success really means to you is priority #1. If you have not already done so I recommend not continuing with our program until this task is finished.
    • worksheet – list of things you should be saying no to
  • support system
    • possibly the most important key to success.
      • these are the mentors, coaches, friends, like-minded people that you need to surround yourself with as they will understand what you are going through and likely be able to offer advice and help in ways you never thought possible.
    • COURAGE CEREMONY- spence
      • CONTRIBUTION – Must always keep at the forefront of psychology: the people that my actions will help – how what is happening is larger than I
      • EXAMPLE – Remember I am being an example to my boys.
      • BREATHE – focus on all 3 points on the bottom of my feet.
      • STEP UP
      • MAKE MY MOVE
      • GRATITUDE – for the opportunity at hand, the amazing people I am surrounded by, the love I am given, my health.
      • REPEAT – Worksheet

Chris’s article excerpt

Courage refers to being willing to put yourself on the line for your patient. That means you’re going to try your best, not be afraid to follow your instincts, and demonstrate confidence at all times. Even if that means confidently stating “I’m not sure, let me get back to you on that…” One thing I’ve learned is I am never afraid to be wrong. I will say things if I truly feel that way. I will tell a patient I’m confident we can improve egg quality. I will tell a patient that I really do think they’ll be pregnant within a certain time frame. I’ll try herbal combinations that may not be academically taught but that seem appropriate for the case. I’ll give patients herbs and supplements even when there are medications on board, using my best judgment, of course. All of this is predicated on the fact that, with the way I practice, I know that I won’t kill any of my patients by trying new approaches and being willing to experiment. I feel I owe it to my patients to do my absolute best and bring all my resources to bear, not just the “tried and true” but sometimes a new, creative, intuitive idea. I’ve found these intuitive directions to be remarkably effective in many cases. I’m no longer surprised when they work very, very well.

   7. Productivity

• 1. Setting goals

• The most important benefit of setting goals isn’t achieving your goal; it’s what you do and the person you become in order to achieve your goal that’s the real benefit.
• 20-10-3 year -1 year -90 days – 1 week
• working backwards allows you to set up properly for the future
• this includes business and personal – as they are intimately connected
• remember: your business should be set up to provide you with the life you desire
• then – to accomplish your goals;
  • change your beliefs accordingly
  • educate yourself, then learn, then educate yourself some more
  • take massive action
  • persevere
  • 2. prioritization
  • 3. avoiding distraction
  • 4. taking massive action
  • 5. persevere

   8. Distraction

• 1. staying centered
• 2. turn off the damn news, and for that matter the TV, period.
• 3. digital addiction

   9. Self assessment

• 1. Warning signs of being ‘Lost in the Cave’ – dan clements
• 2. develop systems to check in on yourself

• people that love you and that you respect – ask and take their feedback
  • 3. Self care and balance
  • 4. Caring too much / being opinionated
  • 5. self talk
• start making a journey or document of all the wise words you hear that really resonate with you
• read it weekly, try to memorize and recite regularly
  • 6. Get in your head and you’re dead. Biz success is 80% psychological and 20% skill.
• really pay attention to the conversations you have with yourself
• take the steps required to delete self talk that doesn’t serve you or those around you
• move to really making it a priority in your life to install the psychology that is essential for you to become the person that will fulfill the life dream of.

GOAL SETTING BLUEPRINT

the right psychology can catapult your practice and business to new heights and create a flow that you know happens when you are in the right mindset.  Conversely, not tending your mental landscape can have detrimental effects on the well-being of your practice/clinic/business. understand without a doubt that your psychology is key to the success of your practice and business – and that you must stand guard at the doorway of your mind.

In this lesson I will be covering…

If you would like to speak more in depth regarding any of these topics and how they relate to your circumstance, please contact us for a one-on-one consultation so we can better cater to your indiviudual needs.

• goal setting with yourself as the bar…
  • there is always going to be people with more and people with much less
  • this is again why being crystal clear on your life and business vision is of primary paramount importance…because then you only have to be in competition with yourself – striving to accomplish your vision, not someone elses!
  • plenty ways to compete with yourself – competing with yourself will make you reach goals far higher than you would if you are focussing on your business competitors I guarantee it.
  • compete with yourself with how devoted you are to relentless learning and personal growth, compete with how well organized you are, compete with your own clinical and financial business data, compete with how well you are only taking on high value tasks and projects that are in direct alignment with your ultimate vision, compete with yourself with how happy and fulfilled you are each day, compete with yourself about how much you are dedicated to your physical health
  • The most important benefit of setting goals isn’t achieving your goal; it’s what you do and the person you become in order to achieve your goal that’s the real benefit.
  • remember: your business should be set up to provide you with the life you desire – not a life of concern based on what others are doing…
  • Dr Oz says that you should strive to only ever be doing things that give you energy
  • translates choose to follow you passion, its that simple (a lot of really crappy tasks can be fulfilling if they are taking you in the direction of your vision – its not the HOW its the WHY).
  • AND most importantly – if you are aligned with altruistic goals that will help and sever others – Doesn’t matter what anyone else is doing or thinks. Run down your own unique path confidently and happily!
• self assessment
  • develop a system to check in (ask loved ones and others for feedback)
    1. when my personal coach encouraged me to email 10 people close to me to ask them to tell me literally email people you know and ask them to tell you about your strengths (then you might even get addicted to receiving feedback and get creative as to how to get more feedback from different people in your life, ultimately it will help you grow and achieve, all you have to do is set ego aside and accept the feedback, both positive and negative, as the areas we need to improve are as important to nourish as it is to lean on our strengths) – worksheet
    2. Dan Clements – Lost in the Cave, recommended book
  • get in your head and you’re dead
    • Biz success is 80% psychological and 20% skill.
      1. listen to your self talk – have to re-train re-program your mental chatter to serve you and your purpose
      2. make a document of all the positive quotes, isms, wise words, statements, and ideas that if you add to your weekly reading discussed in an earlier video (success definition, obituary, etc) so that you are literally exercising your mind and psychology to better support you, commit to committing these to memory – worksheet

1. Most importantly – are you taking care of your own personal physical health?

• 20-10-5-3-1
  • The most important benefit of setting goals isn’t achieving your goal; it’s what you do and the person you become in order to achieve your goal that’s the real benefit.
  • 20-10-3 year -1 year -90 days – 1 week – worksheet
  • working backwards allows you to set up properly for the future
  • this includes business and personal – as they are intimately connected
  • remember: your business should be set up to provide you with the life you desire
• how to accomplish your goals
  • change your beliefs accordingly
  • educate yourself, then learn, then educate yourself some more
  • take massive action
  • persevere
  • prioritization
  • avoiding distraction
  • Productivity – the essential skill to accomplish your goals;
    1. psychology – change your beliefs to serve your vision
    2. growth – relentless learning & personal development

• Prioritize – every minute of your life

1. Hard work – take massive action
2. avoid distraction – turn off the screen
3. persevere – keep on keepin on

10. Why 

• 1. STAY WITH THE WHAT & WHY
• 2. Fuck the tyranny of HOW

Sincerely,

Spence

See you in the next course.