The First Three Success Associate Essentials
Hi, this is Dr. Noel Lloyd for Five Star Management.
You just hired your first associate and I think that’s great! A lot of doctors who have just hired their first associate call me and they’ve got three questions. Number one, what can I expect from this associate, number two what should I teach or train on, and number three, Noel what should I do first?
In this short video, I’m going to answer all three of those questions in such a way that you can have a great, long-term, Win-Win relationship with your associate where you both help a lot of people, have a lot of fun, and make great money.
So, I get this call frequently from doctors who have just hired their first associate. “I know that you do a lot of work with doctors who hire associates, I just hired my first, what can I expect?” Number one. Number two, “What should I teach my associate?” And then number three, “What should I do first?”
I’m going to answer all three of those questions in such a way that’ll help you have a great relationship with your associate.
Number one, what can I expect? My associates, especially the brand new ones that come to me straight from school, are usually a blank canvas. They look to me to tell them what practice is like, what the day to day, what the workweek is like, day in and day out. So I’m going to tell you, you shouldn’t expect anything from the associate that isn’t written down in your checklist or your associate training manual.
I am just going to put expectations here. Now, one doctor said to me onetime, “Noel my associate doesn’t show up early like I do and go over the day, and take a look at the book, and greet the staff. He just dashes in just before things start.” I said, “What did you tell him that he needed to do?” The doctor said, “He should know.” And I said, “Well how’s that working for you?”
I don’t expect that my associate is going to come able to read my mind. So, I’m going to write down all my expectations and that is a way that I am going to really reduce a lot of my stress. So I’ve got checklists, I’ve got a training manual and everything that I am going to expect is written down. If it’s not written down, I’ve got no right to expect it. If something comes up and I need to write a policy on it, I’ll just write a quick policy on it and it goes right into their training manual.
Number two, what should I train on? What should I train on? Your associate is looking for training in three things. Number one, they’re looking for technique training. And I’ve had doctors say, associate gets out of school and they don’t know how to adjust. Well, how about you? Could you adjust very well when you first got out of school?
I know that I had quite a bit of experience because we were part of a large group of students and we were doing on campus and off campus adjusting, but I still learned so much in my first year. I think that working with technique, number one, is a great bonding experience.
You get a chance to teach the doctor to adjust just like you. By the way, that’s exactly what you want. You want them to adjust exactly like you do. That if a patient was getting adjusted with a blindfold on, they couldn’t tell the difference between you and the associate.
Number two; your going to train on patient management, and here’s what I mean. How to present a patient care plan and take them all the way through to wellness. And so, these are the patient management issues that you have learned: how to do your report of findings, how to future cast for the patient, where they’re going to be in X number of weeks or months or adjustments, and so you’re going to teach them patient management.
Number three; you’re going to teach them new patient acquisition. Now, new patient acquisition I so important. The associate needs to learn how to get their own new patients so that they can do the technique that you’re training them how to do and that they can walk those patients through a good care plan and take them all the way to wellness. And so, those are the three things: your technique, patient management, and then also new patients.
Number three, what should I do first? What I just like to do, is I like to do all three first. This is a deep end of the pool experience. I think it’s better to have an associate that’s slightly overwhelmed rather than slightly bored.
So, I’m going to put them into an intensive training program where they’re doing technique, they’re doing patient management, they’re learning scripts that I use, and they’re also doing marketing. In fact, in terms of marketing, my associates market on the very, very first day that they’re with me. I do that as a metaphor, I do that as a way of establishing who we are.
Just recently, one of my doctors that I’ve been helping, in fact this just happened this week, one of my doctors who I’ve been helping bring on an associate, the young woman who works for him started doing marketing her very very first week out after learning the technique with him. Not fully learning it, but in technique classes with him and also learning how to do patient management. Her fourth week in practice, 50 visits!
Now, 50 visits where she got the new patients, she did the work up, she presented the report of findings, and so she is already profitable, already successful. Now, I want you to imagine the conversation that this young women is having with her family. “Mom, Dad I’m learning so much! It’s absolutely the best, I’m already seeing a bunch of patients.” You’re getting a chance to jump right in with her dream.
Now, if number one, you don’t leave anything to chance, all your expectations are written down. Number two, you train on technique, you trained on patient management, and you trained on new patient acquisition, you’re going to have a busy associate. You throw them into the deep end of the pool, they can swim, they’ll do fine.
It’s much, much better that they’re slightly overwhelmed doing exciting tasks, than them sitting around making sure the carpet works and the chairs don’t float away because the carpet works just fine and the chairs aren’t floating anyplace. Make sure that they aren’t bored.
By the way, if you would like some help putting together your associate program, if you would like to know the checklist and the training manuals. If you’d like to understand how we teach technique, how we teach patient management to associates, and new patient acquisition, and if you’d like to put together your own associate training program I’m teaching a seminar called Win-Win Associate Development.
The information on the seminar is coming up right here on the reader board below or the little info strip. And what I’d like you to do is to register; in fact you better register quickly because the seminar registration is closing quickly.
This is Dr. Noel Lloyd for Five Star Management and I now that helps.