Episodes
Thursday Jul 23, 2020
OTC Disruption, Part Three
Thursday Jul 23, 2020
Thursday Jul 23, 2020
After a 2-3 year disruption, there is going to be a new equilibrium. Not the status quo ante bellum. Things will not go back to where they were before. Some clinics will have shut their doors. Other clinics will thrive. What will make the difference?
Part 3 of 3 in the OTC Disruption Series.
Thursday Jul 23, 2020
OTC Disruption, Part Two
Thursday Jul 23, 2020
Thursday Jul 23, 2020
The hardest thing to accept: Everyone who is supposed to be in OTC, is going to find their way to OTC, whether we want them to or not.
Thursday Jul 23, 2020
OTC Disruption, Part One
Thursday Jul 23, 2020
Thursday Jul 23, 2020
OTCs are on their way. The new systems are not going to be the same as the past or current OTC hearing aids. Every major hearing aid manufacturer is bringing to market their own direct-to-consumer systems, at 1/4 the price consumers typically pay. How will this effect our brick & mortar hearing clinics?
The majority response to any impending disruption is to downplay the impact, to pretend it is not going to happen. Let's take some moments to think about OTC, what is likely to take place, and how we respond.
This message is part 1 of a 3-part series.
Wednesday Jul 08, 2020
Portfolio of Annuities, Part Three
Wednesday Jul 08, 2020
Wednesday Jul 08, 2020
Episode 3 of 3. Let's go deeper in the alternative world. What if we were not paid for selling hearing aids? What if the clinic receives a stipend for every patient who is hearing their very best at all times? How would we behave?
Wednesday Jul 08, 2020
Portfolio of Annuities, Part Two
Wednesday Jul 08, 2020
Wednesday Jul 08, 2020
Episode 2 of a 3-part series. "Serve the Portfolio, and Sales Happen."
Wednesday Jul 08, 2020
Portfolio of Annuities, Part One
Wednesday Jul 08, 2020
Wednesday Jul 08, 2020
Another set of "alternative worlds" episodes. A hearing clinic is not a hearing clinic. A hearing clinic is a portfolio of annuities.... Episode 1 of 3.
Monday Sep 09, 2019
Sales Training 02: Three Connections, Part Two
Monday Sep 09, 2019
Monday Sep 09, 2019
How do we stay on-track in the fog of the battle? That's how the Three Connections help us as we're moving the patients we love to say, Yes, to get the help they need. Remember the Three Connections, and we will get to the destination we seek. More sales, and more happy patients! This is Part Two of a 2-Part message.
Monday Sep 09, 2019
Sales Training 02: Three Connections, Part One
Monday Sep 09, 2019
Monday Sep 09, 2019
A new entry in our Sales Training Series. What happens in a successful sales encounter? Three connections..., that's what happens. Connect with the Patient. Connect the Patient to His/Her Need. Connect the Need to a Solution. And, Close the Sale. This is the flow of every successful sales encounter. And it's just as true when we're talking about our current patients. This is an encouraging message. Part One of Two.
Tuesday Aug 13, 2019
Selling Out: How to Know When It's Time to Exit
Tuesday Aug 13, 2019
Tuesday Aug 13, 2019
How do we know when it's time to sell? This message is primarily for Owners; that said, we think it's a good thing when clinicians and clinic teams also understand the pressures of owning a hearing practice in today's disrupted environment. It is a current conversation. The world has changed. The market has changed. The industry has changed. And, on top of it all, "I'm not having fun anymore." In this message we bring to the surface valid reasons to exit the industry, and not-as-valid reasons we may be wanting to sell. And we introduce a new key-concept for organizations: The Complexity / Competency Curve. Required hearing for any owner as we wonder, "Is now the time I oughta exit?"
Wednesday Jul 31, 2019
Sales Training 01: Two Worlds, Two Pathways
Wednesday Jul 31, 2019
Wednesday Jul 31, 2019
Let's get going on our Revolution Sales Training Series. In this message we lay out a foundation. There's a new-patient world and there's a current-patient world. Each world has its own service and sales process. Each world has its own measurement. And, honestly, this is not how most clinics see their workflow or their sales. If all we track are "opportunity appointments" and an "opportunity close rate," we'll end up blind to what's actually going on in our clinics. Two Worlds and Two Pathways. That's what we need.