Table of Contents



Module 1: The professional practice of the future; what does it look like; how is it different?

• The Practice of the Future
• Professionalism
• Location – Ideal/Changing Locations
• Multiple Providers
• Extended Hours
• But I don’t want to work evenings and weekends! Good news, neither do your competitors.
• Range of Skills
• Best and Latest Technology
• Reduce your Professional Role – Increase your Leadership Role
• Referral Practices
• Competition
• Questions/Homework

·Module 2: Assessment of where you are at with your practice right now; critical success factors

• Critical Success Factors of your Practice
• Financial Analysis – Financial Statements
• Lifestyle Analysis
• Health and Fitness Analysis
• Questions/Homework

·Module 3 Vision of where you are going; what does the ideal practice look like, feel like, etc

• ·Dominating your Marketplace
• Growth
• Hours
• Associates
• Para-professionals
• Profitability; short term , long term
• Sole Ownership vs. Partnership
• Questions/Homework··

Module 4 Goal Setting: where would you like to be, and how can goal setting be utilized to ensure your success?

• Why do you want the goal?
• Written
• Review
• Believe
• Chase
• Share
• Mentor
• Formalize
• Incentive-ize it
• Dream Big
• Questions/Homework

·Module 5: Business Plan; putting your goals into action; how to write a business plan

• Why a Business Plan
• How it ties in with Goals
• Elements of a Business Plan
• Writing a Business Plan
• Questions/Homework·

Module 6: Ideal Office Blueprint; the structures you need to have in place to run your practice profitably from your den at home in your pajamas (or from your vacation home in Mexico)

• Mindset
• Delegation
• Profitable Providers: Professional/Para-Professional
• Vision/Mission
• Consistency
• Systems
• Monitors
• Feedback
• Questions/Homework

·Module 7 Systems: the heart of your operation; how to create consistency

• Why Systems?
• What good Systems will do for you
• How to create them
• How many do you need?
• Office Manual: How we do things here
• Questions/Homework

Module 8: Strategic Planning: Getting on the Same Page

• When to involve staff
• Strategic Planning
• Keep it short and memorable
• Staff Objections Getting Buy In
• Be prepared to lose people
• Tell Stories/ Walk the Talk
• Questions/Homework

·Module 9 Your Team: Who to hire, how to hire, who to fire, how to fire, motivation, importance of great staff; how to evaluate them fairly; raises/bonuses

• Who to Hire
• PAEI
• Lion/Beaver/Golden Retriever/Otter
• TEC
• How to Hire
• The 75% Solution
• Who to Fire
• How to Fire
• Motivation
• Raises/Bonuses
• Importance of Great Staff
• How to Evaluate them fairly
• Questions/Homework

·Module 10 Financial Policy; How to ensure you get paid every time

• This is a Primary Key to Success
• Decide you are going to get paid every time
• Where Professional Offices get into trouble with credit
• Developing a Financial Policy
• Training Staff on Financial Policy
• Sticking to it; that’s YOU; only then will the staff adhere to it
• Third Party Insurance
• Questions/Homework

·Module 11: Office Politics; how to avoid them

• Importance
• Decide what is acceptable
• Courtesy System
• Consequences
• Questions/Homework

·Module 12: Communication

• Meetings: Productivity Enhancer or Time Waster
• Cost of a meeting
• When to have a meeting
• Who should be at the meeting
• How to run a meeting
• Memos
• Email
• Questions/Homework

·Module 19: Unique Selling Proposition

• Why should clients come to you?
• What is your niche?
• Why are you the best choice?
• How hard would it be for someone else to say the same thing?
• If you really are good, how would someone know?
• Questions/Homework

·Module 13: Marketing and Advertising

• Difference between Advertising and Marketing
• What are your benefits that you can advertise?
• What benefits do you want to initiate so you can advertise them
• Different forms of advertising; what works?
• Tracking results
• Go with winners, punt the losers
• Questions/Homework

·Module 14: Client/Patient/Customer Retention

• why it is so important
• what a client is worth
• how to keep them
• how to resolve disputes
• dual benefit of resolving disputes
• Questions/Homework·

Module 15: Associates

• the key to generating cash flow while you golf
• what they can do for you
• Why doesn’t everyone do this?
• Make it a great long term deal; why would they leave?
• Don’t get greedy
• Your primary role becomes keeping them happy
• Cost of turnover
• The type of person you want
• Managing Associates
• Mentoring Associates
• Questions/Homework

··Module 16: Associates

• How to find the kind of Associates you want
• Associate Agreements; what they should include
• Decide who you want.
• Determine where these people are now.
• Determine what they want
• Associate Agreements
• Restrictive Covenants
• Action Plan

Module 17: Selling

• Why you need to be able to sell
• How to sell professional services
• Non-Confrontational Selling
• Proof
• Discussions of Fees
• Questions/Homework

·Module 18: Para Professionals;

• The key to profitability
• Client Relationship with Para-Professionals
• Your relationship with them,
• Your expectations of them
• Restrictive Covenants
• Questions/Homework

·Module 20: Management

• initially it will be you
• how to manage the practice
• when to pass on the managerial duties to someone you trust
• Micro Management vs. Macro Management
• Other ways to do things
• Management vs. Leadership
• Questions/Homework

·Module 21: Practice Monitors

• What are your key result areas?
• Are there KEY key result areas?
• Keeping track of your key result areas
• What to do with those results?
• Accountability
• Accountability Agreements

Module 22: Where’s the money?

• In every profession there is high fee and low fee work.
• How are you doing at maximizing your practice’s fee generation?
• Can you do the high fee work?
• Can you hire an associate who can?
• How your ego gets in the way of your success
• Questions/Homework

·Module 23: Continuing Education

• Can you learn to be the best?
• How can you develop your associates to be high producers?
• What can you teach them?
• In house training
• How to move the whole practice forward?
• When and how to bring in an outside expert to teach the entire office a new skill.
• Whole office trip for education, motivation and bonding
• Questions/Homework

·Module 24: Your new role as a leader, not a producer;

• You have to get over the idea that you have to do all the professional work;
• What this will do to your income short term and long term.
• How to become a leader; this is a new job that requires new skills
• Integrity
• What should a leader spend their time doing?
• What do you want people to think of you?
• Questions/Homework

·Module 25: Partnership

• tread carefully, this is like a marriage
• when to accept partners
• type of arrangements
• Questions/Homework

·Module 26 Location; where to locate

• Ideal Location
• Availability of lease space for competitors
• Own vs. Lease
• Leasing Issues
• Signage
• Parking
• Questions/Homework

·Module 27: Expansion

• What makes sense, what doesn’t
• Multiple locations
• Debt
• Questions/Homework

Module 28: Forms

• What we use
• How to use them
• Consents
• Disclaimers,
• Organizational
• Monitoring results
• Systems
• How to develop your own using our templates
• Questions/Homework·

Module 29: Self Confidence

• Confidence; why you need it
• Self Development; how to get it
• how to continue to develop in these key areas
• Public Speaking
• Questions/Homework

·Module 30: Client Relations

• Initial Consultation sets the tone
• Case Presentation
• What clients want
• How to present your solutions without scaring them away with a high fee
• Questions/Homework·

Module 31: Promoting your Practice and Advertising

• Now that you have your act together, you need to open the floodgates
• Why client flow is the most important thing to develop (it compensates for a lot of other mistakes, it’s the best way to get a new associate started, it is really the only way to grow)
• Best ways to attract customers
• Questions/Homework···

Module 32: Training

• Using systems as the basis
• Training your Staff
• Training your key Producers
• Training Para-Professionals
• The 75% Solution
• Tests
• Questions/Homework

Module 33: Your Life

• what to do with you life now that it is under control
• What new goals do you have in the areas of health, spiritual, family, money, recreation, your practice?
• New goals
• Homework for life