One of the more challenging aspects of starting, or growing, an occupational medicine practice within an Medical Practice is finding ways to get leads for new accounts. Kathleen from Sarasota, Florida, wrote in recently and asked us if we would share ideas on how to obtain these accounts. I believe the first step is knowing where to look for leads. Strategy 1: Read the Newspaper One of the easiest places to start looking for leads is also the most antiquated in our digital society: Your Local Newspaper. One of the best tips I was ever given as a sales professional was to read your local…

Yesterday morning I had breakfast with a new business partner. At 78 years old, he currently operates four different businesses, and recently sold his fifth venture to family members in May of this year. We were meeting to discuss his latest venture, private bottling of wine for promotional purposes. A recovering alcoholic, you might find it odd that he had taken a dive into the wine business. But after studying the growing market, he realized wine is where the money is at right now. And his past failures have led him to find success in that market – including having a popular…

This past week I was in Dallas, Texas at the Create Leads, Close Sales conference. I love attending conferences for three reasons. First, they often reaffirm that I'm doing the right thing, while giving me optics on how to improve things. Second, they give me new ideas to implement that perhaps I had not thought of (or I knew I should be doing, but I just hadn't yet implemented). Third, they allow me the opportunity to network and meet new people. The main instructor, Randy Tate, started the conference off with this quote by Mark Twain: "I live in a state of constant conversation, some of it…

Did you realize there are 5 main functions of an Medical Practice business, and successful businesses figure out how to grow the five areas sequentially over time. This is a concept I learned recently at a live event I attended, and it was interesting as I listened to other business owners share their thoughts on the concept. Function 1: Marketing … The first function of a business is marketing. It does no good to open the doors to your Medical Practice if you do not have patients walking through them. Marketing means finding people to talk to and narrowing down your target audience to ensure…

When was the last time you took a day to focus solely on learning and thinking about how to improve your business? For me, that answer is this past Friday. Prior to that, I don't remember when the last time was that I took an entire day to focus only on thinking about how to grow our business. It is amazing what you can come up with when you take the time to focus on how to run your business, instead of spending all your time focused on running your business. This past Friday for me started by completing a 5 hour marketing training course I had purchased a few weeks ago. As I went through the…

No matter what role I am playing, from time-to-time I find myself falling into the “Busy But Not Productive Trap”. I will start the day with an impressive to-do list and end the day with a million things done, unfortunately, most of them were not on my to-do list. This usually happens when I’ve had a major change in my life, and I’ve managed to stray from my normal, more productive, routine. This morning, while I was reading a Launch by Jeff Walker, I had an AHA! Moment. I thought I would share the words that inspired that moment with you today: “Your most scare…

Recently I became a mom for the very first time. Welcoming our baby girl into our home has been without a doubt the greatest joy of my life. Her first doctor's visit was exciting. We asked all the questions a parent of a newborn child probably asks. By the time her two week checkup had arrived, we had begun to experience gastrointestinal issues. The pediatrician told us it was normal. When we contacted her again at four weeks, the pediatrician began to take us seriously. This time she ordered a plethora of lab work. If you've ever had to watch a four week old get blood drawn, you can…

Last Friday the top items on my task list were to design four new marketing pieces for our Medical Practice in the morning, and compile the February articles for MPS in the afternoon. In fact, those were my only goals for the day, but none of them happened. Instead, I allowed my day to be hijacked. My day started with an unexpected meeting at 7:30 a.m. By the time I walked into my office to begin my day, I was already 40 minutes “behind schedule”. Before I was even able to sit completely down in my chair, one of my colleagues came in and said, “I need your help.” The…

The limiting factor to growing your business really comes down your answer to one question: How well can you recruit new providers? If you find this process a little daunting and sometimes overly challenging, you're not alone. With the nationwide shortage in physicians predicted to continue growing, and an increase in the number of Medical Practice facilities popping up simultaneously, it is not always an easy feat to accomplish. So Where Do You Begin? Some Medical Practice owners prefer to use the physician recruiter method. They agree to pay a steep placement fee in exchange for the…

The world of online marketing can be complex and overwhelming to navigate. The cost of advertising online can be expensive – the cost of not advertising online even more expensive! So how do you know where to spend your marketing dollars online? Recently one of our subscribers wrote in and asked me, “I only have a limited marketing budget. Which would you recommend I spend my advertising dollars on, Google Ads or Facebook Ads?” It’s a great question with a fairly simple answer. Google Ads! Why? Because Google Ads are the new Yellow Pages. When people need a service…