CAN. Phone: (587)-391-5883 | U.S. Phone: (480) 840-7323

Table of Contents

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

CANADA OFFICE

#30 1221 Canyon Meadows Dr
SE Calgary, AB T2J 6G2

Phone: (587)-391-5883

U.S. OFFICE

40837 N 97 St
Scottsdale, AZ 85262

Phone: (480) 840-7323

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