Secrets of Motivating Your Group
Hey good morning, it’s Dr. Noel Lloyd for Five Star Management. We’ve been super busy here over the last few weeks, with seminars in Chicago, seminars in Seattle. Welcoming a bunch of new clients to both Five Star Management and The New Patient Academy and we want to give a special shout out to those guys and girls. So, another thing that I’m doing right now, in fact, I’m smack dab in the middle of it, is what we call the AEP. And the AEP stands for Associate Empowerment Project. So let me give you the set up.
You know my history with associates or if you don’t, I’ll give you a 30 second capsule. I was able to, because of my injury, focus on developing associates and I was able to build guys and girls up to 250 patient visits a week, 391…had a group right there, and then I had a few doctors that went over 500 patient visits a week!
Also, many of those doctors went on to be super successful on their own right. These guys and girls are still good friends of mine to this day.
Well, clients have heard that story and have said to me, “Well Noel, will you develop my associate for me please?” And I finally said, OK I’ll do it. So here’s what the AEP is.
What we do, is we take all of the elements of my associate development program and we pack it into an 8-week live, interactive webinar. We do 8 webinars, 8 1-hour sessions and when we get together, they get assignments. It’s all very interactive. It’s not just a web-based thing, where they log on when they want to. They’ve got assignments; they’ve got to be there, they’ve got deadlines, AND there’s this special thing called the group dynamic.
And I’m going to talk about the group dynamic and why it’s so powerful and why it’s helped the AEP so much. So what’s the first thing you do with a group of associates that you’re training? And we take groups of between 8 and 10 people.
Number one, you’ve got to find their best motivation. If you can motivate somebody, then you can give them the right tools and they will go out and do the right thing. If there’s no motivation, it doesn’t matter what tools you have, what skills you have, they’re not going to use it. So we tap into their deepest, strongest motivation. We go right deep into their dreams and then we link every skill that we’re going to teach them, as a way to reach those dreams.
Number two, we go right into New Patients. No new patients, no new practice. No new patients, no success. So we go right into new patients. And then it’s day one and day two, and then we start to fill in around how do we build an absolutely wonderful, great practice.
Well, here’s one of the things that happens. These associates start to re-write the dialogue in their head about what’s actually possible for them. We have this wonderful empowerment process. Now, let me talk to you about the group.
One of the things that I found out, was that developing 4-8 associates at a time was easier than developing 1 associate. People ask me, “Well how in the world can that be?” One guy over here, one girl over here and you’ve got 8 people over here. Isn’t it 8 times the work? No, the group becomes a tool that spurs on people.
Let me give you an example. I was out at the lake one day, and I was up at 38 feet on a bridge. It looked like a scary jump, but guys were jumping off. Well pretty soon, I’m with a group of guys and we’re talking, we’re joking back and forth. Then somebody hit me on the arm and said, “You comin’?” And I said, “Yaaa!” And you know what, I jumped off with about 4,5,6 guys in my group. As soon as I hit the water, I though, Man that was fun! Let’s go do that again!
So the group has this energy that draws you along. If you’re a skier and you ski with a group of 5,6,7,8 crazy friends, you’ve done some of your best skiing. You’ve gotten out of your comfort zone, you’ve confronted your fears, you go get things done. Well, that’s the same kind of dynamic that happens here in the training group.
Now, here’s what my associates did. I hired guys and girls that were a little bit competitive, so when I gave the group an assignment, everybody wanted to be the best guy or in the top 2 and nobody wanted to be the worst person. There was this extra motivation so when we would get together for the assignment, whether it was a script or report on a marketing deal, what would happen, was there would be this joking for position. In fact, the group took care of a lot of the motivation for me. They did a lot of work for me.
Now here’s what happens on the AEP. I’ll give assignments for getting out of your comfort zone, for getting into the community, producing new patients. Guys and girls who have never done this before, get on the webinar with me, we open up their mic-they speak either on the phone or a microphone-then they say, “Here’s what I did!” You can sense the excitement. I set up this event, I went out and did this screening, I got this many new patients, I brought them in. WOW!
Now, one young woman who’s been in the program for just about 4 weeks now, has been working for her clinic director for about two months now just collected, last month, in January, more money than her pay check. So she’s got a thriving, profitable, wonderful practice, courtesy of the AEP. Also, what she thinks she can do right now, is just dynamically larger than what she thought she could do before she was in the program.
So, AEP is an exciting place to be. If you have an associate and you’d like your associate to enlist or enroll in the AEP, I want you to watch the page on the AEP. I’ll give you the link right down here at the bottom (myfivestar.com/empowerment) because there are requirements. We’ve had to excuse some people from the program that weren’t willing to do the work. BUT if you’re willing to do the work and you really, really want to grow, and you want to be a success, and you want to get my training, consider the AEP.
It’s Dr. Noel Lloyd for Five Star Management and the Associate Empowerment Project, we’ll talk to you later.