Associates Who Never Cost A Penny!
Hi, this is Dr. Noel Lloyd for Five Star Management and in this short video I’m going to share with you how you can have a great associate that never costs you a penny.
So, here’s the set-up. I have this conversation frequently with clients and doctors who put their associates in the Associate Empowerment Project. I had it again and it went like this: the doctor had hired an associate, enrolled them in the AEP (Associate Empowerment Project), and said that in the first month that they worked for them as a chiropractor, the very first month, they went out because of AEP training, got new patients, brought them in, rendered care, collected money, in excess of their pay check.
I want to make sure that you see what happens here. The doctor agreed to pay the associate a good base, but the associate was so successful because of their AEP training, in the first month, that they collected more than the base. The associate never cost the doctor a penny.
The associate’s excited, the clinic director’s very excited, and there’s a brand new practice that’s just taking off like a rocket. In this next segment, I’ll tell you how we do that in the AEP.
So, we’re at a live training the other day and one of the associates that works for one of my clients, who had been through the AEP, stood up in front of the room and just gave a testimony as to her experience and how well she did.
One of my clients came up to me afterwards and he says, “You know, I think that I should do this. What do you have in this 8 week program?” That was a fair question and I went over it with him and I’m going to go over it with you.
Week number one in the AEP we build a super strong foundation of chiropractic philosophy, crystal clear practice vision, and super clear goals. We can’t go out and find our success unless we understand why and where and how. We also go into a lesson on how to report to me, how to report to the group, and how to report to the clinic director. Super important in order to have a good relationship with your director and we get our first success book assignment.
Week number two we launch into external marketing, we do success scripts for handling the situations in marketing and inside the office. We learn how to keep statistics and we go over the best things that we found out of our success book.
Week number three we go deep into success strategies, deeper into scripts, there’s more marketing, in fact we market every single week that we do the AEP. We’ve got to produce new patients and that’s one of the most empowering things that happens here.
Week number four we keep the marketing theme and we learn the Five Star Management report of findings and how to use the Three Phases Chart so the new patients you bring in actually stay under care.
Week number five we learn lasting empowerment strategies, how to do what we call Power Hours, collecting patient testimonies, and more external marketing. Did I tell you we do marketing?
Week number six we do what we call chain drills. We want to get so good at our scripts that it just flows beautifully and easily, so we do chain drills. More external marketing and we start to plan what we call the 60-Day Action Plan. That’s what the associates’ going to do after the AEP is over.
Week number seven we keep the marketing theme, script drills, and learn how to handle objections. You know, there are 25 major objections that chiropractors hear. Maybe they’re more than that and maybe there are less than that in your practice, but if you learn how to handle these 25, you’ll just be killer. So we learn that.
Number 8, we do even more marketing, more script drills, clarify and celebrate our wins. This is a great week that we meet together. We talk about our plans and we make commitments to our future.
Now, that’s a brief summary of what we do. There’s a lot of work that your associates will do. This is not for the faint of heart. I demand a lot, but you know I’m demanding a lot on behalf of the associates’ future and of course their success with their clinic director.
The AEP is a wonderful project. I’m starting up a new one right now. You’ve got some sign-up information right down here if you want to enroll your associate in that and I’ve got a link for you if you want to learn more about the AEP, that’s right here.
This is Dr. Noel Lloyd for Five Star Management and the AEP and I know that helps.