MISTAKES IN PRACTISE (& how to avoid them)
Clive Powell
N.D., B.Ac., Dip App. Science (Homeopathy) Naturopath, Homeopath and Acupuncturist (Download this PP from www.powelltherapies.com select Seminars)
Government Health Warning
This Seminar has been given an “M” rating
Radical, even dangerous, ideas. New ways of practicing alternative medicine. Occasional coarse language.
DIET
I can usually work (within reason) with a mediocre diet. Many practitioners and patients believe it is possible to eat your way to Nirvana. [the ultimate Western ego delusion?] Putting people on very restrictive diets causes massive problems at mealtimes in large families with compliance and expense. Most patients will only follow dietary restrictions for a short period.
RELIGION
Patients tell me they visit practitioners who one week have pictures of Sai Baba and the next week Buddha or the Virgin Mary in the waiting room. “The lesson you need to learn this lifetime is”…… and similar comments. Many religious groups have issues with conventional medicine and can be a huge source of patients. Religious groups are fantastic networkers: positive and negative.
PYRAMID SELLING
Many new products constantly: Usana, Nu Skin, Mannitech, Natures Sunshine, Meadowfresh. Fancy machines Software programs Water coolers
Never put yourself in the situation of being under pressure to sell a product or service.
3 OVERS
Heads Most practitioners don’t really know how much it costs to keep their doors open. Prescribing The general perception in the community of alternative medicine remains that you will walk out with hundreds of dollars of pills. Servicing Most patients have never experienced this type of treatment and do not understand it takes time for the body to heal.
THE MAGIC QUESTIONS
Can you fix it? How long? How much? In some way during the first consultation these questions must be answered in the patient’s mind.
THE PATIENT’S CONCERNS
Treat uppermost condition in patient’s mind. They won’t take the slightest notice of anything else you perceive until you fix the presenting problem. You cannot take a person further than they are prepared to go. If it ain’t busted don’t fix it.
People Come to see YOU!
“the patient, though conscious that his condition is perilous, may recover his health simply through his contentment with the goodness of the Physician”. 400 BC Hippocrates
So Be Yourself
(Dress, Appearance, Manner)
People come to see YOU!
One relatively consistent finding is that physicians who adopt a warm,friendly, and reassuring manner are more effective than those who keep consultations formal and do not offer reassurance. Lancet 2001; 357: 757–62
Practitioner Stations
4 levels of Practitioners: 5-6 patients per week
(Friends and family who feel sorry for you.)
15-18 per week
(If at home just liveable.)
30-40 per week
(Very cruisy living if at home.)
40-50+ per week
Be careful! Can be less profitable than 30-35 as costs increase exponentially, eg Reception, Rents (becomes difficult to run from home)
What hours do you want to work per week?
B.A.M.
You must meet your: BARE ARSE MINIMUM
If you don’t know what this figure is find out or go BROKE!!!
PREMISES?
Rent or Buy? Rent is 100% interest. I would rather pay off my mortgage than somebody else’s. Don’t assume you can afford to pay the rent from patients for at least 18 months.
Home
Cheap! Requires discipline, commitment and suitable premises (parking & separate entrance) Council zoning? Neighbours? Don’t just sit there - get out and promote yourself! Work your own hours
Office?
Commercial leases are slavery contracts. Many traps in a “standard lease” Hidden overheads. Restrictions on some activities. Parking (you and clients in CBD) is usually difficult and expensive. Greater risk of vandalism and burglary.
Multi-Practitioner Practice?
May require large commitment of upfront rent and time. Do you work well in a team? Need to be compatible with religious, business ethics and general focus of principals. Will the others refer to you or jealously guard their patients? Can you refer patients on to others or do you think anyone practicing other than what you do is a wanker?
NETWORKING
The ONLY way to build a practice. Chiropractors, osteopaths, GPs, massage therapists, Physios, hypnotherapists, Pharmacists etc., often have huge patient loads. Tap into this resource. Anyone who is doing something different to you. You must follow specific protocols to continue to get referrals. Don’t send a patient to a practitioner you haven’t visited. Your fellow practitioners are your “support group” not your competitors. Don’t develop a siege mentality.
RUNNING TO TIME
“Waiting” Room If you can’t run to time when you’re quiet you never will when you are busy.
People will tolerate arrogance and rudeness from Medical Specialists that they never will from us.
“LOSING” PATIENTS
Prof John Gattorna – Graduate School of Management Studies Macquarie University
4%
5%
Natural attrition (moved – deceased)
Referred to a competitor by their friend
9%
Competitive reasons (price)
14% Product/Service dissatisfaction
68% Perceived Indifference
Practitioner Fantasies
We can “cure” everyone The “Noosa-Mission Beach” fantasy. The “10-3” fantasy. The “Call me if I have a patient”… fantasy. The “I want to travel first”… fantasy. The “I need to do more study before I practice” fantasy. The “I’ll run the Clinic and make money from the other practitioners” fantasy. The “I’m not going to charge people and the universe will provide” fantasy. (DON’T TREAT PEOPLE FOR FREE)
DIFFICULT PATIENTS
Commitment Price Too far away Isn’t this a lovely clinic! I’ll do everything you say This isn’t my idea……. I must see you today I’ve been everywhere man Denial of cause Won’t tell you everything/anything You know there’s really nothing wrong with me
Practice as Fun
What would be different if you ran your practice just for FUN? (Imagine you won Lotto) Why the difference? Isn’t this what you wanted? Do you really want to go back to your old job?
When things go Quiet!
Advertise or ride it out? What is going on in your life that needs your attention?
Patient numbers reflect our health and commitment to healing at that time. Where do patients really come from?