HELP YOUR PATIENTS TO SAY "YES!"

Gone are the days where the healthcare practitioner dictated a recommendation and the patient blindly and obediently complied. The healthcare consumer of today is a demanding, educated and conscientious shopper. Are you and your staff prepared for the 21st century patient?

One of the critical skills of today's health care providers is to obtain rapid rapport, build trust, reduce fear, and, through a powerful system of strategic questioning, guide people to make positive decisions about their health and/or appearance. These communication skills are not taught in medical or dental schools, however, so the practitioner is left depending on his/her staff to handle the brunt of the communications load. Unfortunately, these skills are not taught in the technical schools either!

To make it even more difficult, the healthcare environment of the 21st century does not allow the TIME to build rapport and truly get to know your patients. The end result is that patients are presented with the providers' recommendations and left to say "yes" or "no" on their own.

This is particularly problematic for procedures that are elective. The current atmosphere in healthcare leaves patients thinking that they are "entitled" to reimbursement. They need help to remember that there are many things in life that they pay for out of pocket, and that there is no reason that their health and/or appearance should be any different. How do you do this without leaving the patient feeling "pushed" or "sold?" How do you motivate your staff to encourage patients when they, themselves, think your fees are too high?

The Art of Motivating Patients To Action is an intense workshop that will bring your conversion and patient compliance rates to new heights of success. The techniques you will learn in this workshop are formulated from a combination of several sciences (e.g., psychology, sociology, and neuro-psychology) and have been tested substantially for their efficacy.

Through a high-energy, didactic and interactive workshop, you and your staff will learn a simple 12-step formula that will quickly and gracefully move patients to take action. PLUS, you get a twelve-week follow-up program that will assure your success.

PROGRAM OBJECTIVES
You Will Learn To:

"Our conversion rate instantly improved dramatically, but more importantly, our patient satisfaction rate soared." Luke Curtsinger, MD - Coastal Empire Plastic Surgery

"Received tools to break through barriers. Received great knowledge in the psychology of motivation. Good pace, great energy, superior teaching skills. Patient conversion went from 72% to 100% in first 4 weeks!"   Charles Holt, DDS - Craniofacial Pain Associates of Dallas/Fort Worth

"I was extremely impressed with the unparalleled professionalism of both Wendy and Hal and the outcomes that were attained as a result of their training.   Because of their training, my staff no longer looks upon "sales" as a dirty word.   In fact, they are now looking forward to the next sales opportunity.   More importantly, and what had the biggest impact on me personally, is the fact that these people truly care." Malton A. Schexneider, MMSc, PT, OCS - Physical Therapy Specialists, PSC

"It helped me to understand patients. It motivated me to help patients. It has also made me really excited about what I do! I can't wait to use my new tools! I found something in me I didn't know I had. It changed my life!" Jessica Encinas, DA - Tooth Wranglers

The next step to your success plan

It is one thing to learn and implement new skills, it is quite another to MASTER them. Our in-house coaching program allows you to take your newly acquired skills and bring them up to a higher level. Patient consults are video-taped (with patient permission, of course) and then reviewed afterwards. You will be amazed at the things you missed and laugh out loud as you kick yourself for all the things you realize after the fact!

Watch your successes grow exponentially as we work together consult-by-consult to find the piece that is missing - from the initial inquiry call through your case presentations and financial consults, we will find the ONE thing that each of you could do differently that would make ALL the difference in your success.

PROGRAM OBJECTIVES

You Will:

BRING YOUR STAFF TO A NEW LEVEL OF EXCITEMENT AND EFFICIENCY

Your staff plays a significant role in the success of your practice. You depend on them to be the front line, to welcome your patients and to translate your orders. You count on them to do your billing and collect your fees, to organize your day and care for your patients. Frankly, if it weren't for your staff, you wouldn't be able to do what you do. This gives them an enormous amount of power. In point of fact, your staff has the power to make or break your practice.

How is your staff relating to each other? Are they communicating your vision effectively to your patients? Are they behaving in a manner that reflects your professional goals and personal values?

Any healthcare practice with 2 or more staff members faces the challenge of interpersonal conflict.   The extent to which your practice runs smoothly can be severely affected by problems such as: lack of motivation, personal problems, gossip, back stabbing, and negative attitudes.

Is it your job to fix these problems? No. Is it your responsibility to see that they are fixed? Yes.

Conducted in a retreat setting, the Team Enhancement Workshop will take your staff to a new level of performance. Through a highly motivational, didactic and interactive format, your staff will learn to communicate with each other (and, by default, with your patients) effectively and efficiently. Staff that have been together for 2 or more years will work through unresolved resentments, while newer staff will become integrated and feel a part of the team. You will learn things about your staff that you never imagined, and discover a wealth of talent that you never knew you had.

PROGRAM OBJECTIVES
You Will Learn To:

"As a result of the workshop, everyone in the office works well together, highly motivated with a calm sense of purpose. My professional life has never been better." Luke Curtsinger, MD - Coastal Plastics

"Very unifying for staff." Mark Denker, MD - Palm Beach Fertility Center

"My relationships with staff members will be much more solid...For the first time I'm enthusiastic about the future of our practice." John Barnett, DDS - Dolphin Dental

"I feel an intimacy with my staff that I never allowed myself to feel before, and that intimacy and insight will make me a better leader (boss), a better care-giver for my patients and in all of my relationships!...Thanks for your life-changing gift!" Ann Laurent, DDS - Dental Artistry

"By helping the healing of my staff you enabled us to move forward." Bob Talley, DDS - Craniofacial Pain Associates of Oklahoma

"It has given me an opportunity to get to know my employees better, to reflect on their dedication and talent, and to find the means of working better with them. The clinical experience of the presenters was obvious and quite relevant."    Rich Ruskin, MD   - Desert Pain Institute

GUIDE YOUR STAFF, PATIENTS AND COLLEAGUES
TO NEW HEIGHTS OF SUCCESS

The highly competitive arena of the 21st Century has changed the role of the doctor. No longer do you have the luxury of focusing all of your attention on the practice of medicine or dentistry. The larger your practice, the more you have to incorporate a team of people to assist you in running that practice.

We define LEADERSHIP as the art of motivating others to act out your mission . Under this definition, you have to lead not only your staff, but your patients, your colleagues and members of your community. How do you lead these people, maintain your focus on patients, and still have time left for yourself and your family?

The skills for leading others are critical to the success of your practice. Even if you have built your practice to be in a position to have a full-time practice manager, your leadership will be sought out by your staff. Your Practice Manager will handle the details of the process, but it is still up to you to be the "head of the family."

PROGRAM OBJECTIVES
You Will Learn To:

* This program is also available for Practice Managers.

"It gave me permission within myself to be a more effective leader in the office, to be able to set guidelines for employees and expect them to keep and follow them...it gave me an instight into who I am, who I want to be and more importantly, where I am going." C. Lederman, Practice Manager, Tooth Wranglers

ARE YOU THE LEADER OF YOUR PACK,
OR FEEDING OFF THEIR LEFTOVERS

What makes one dog the leader of the pack and all the others follow loyally behind? What makes it that your pet will obey one member of your family, yet run all over you and everyone else? What are the secrets to being "alpha" and can you learn them? The answer is "YES!" How? Go straight to the source!

We can learn a lot from dogs. The things they do naturally and instinctively, we can learn to do. In ALPHA LEADERSHIP you will learn to assume the TOP DOG position on your team, and keep it permanently, without stepping on any paws along the way!

Whether you are a soft-spoken, gentle soul, or a strong, in-their-face kind of person, you will dramatically enhance your impact as a leader when you learn a few simple dog "tricks."

PROGRAM OBJECTIVES
You Will Learn To:

MASTER THE ART OF EFFECTIVE COMMUNICATIONS
AND WATCH YOUR PATIENT REFERRALS SOAR

Is there a gap between what you say and what they hear?

The most successful healthcare providers know that mastering the art of effective communications is a critical factor in their success - in the office, in the community, at the hospital, and at home. Impact Communications will provide you and your staff with a set of techniques that will enable you to streamline your patient contact time and maximize your impact.  

Drawing from the science of psychology, sociology, social psychology and neuro-psychology, you will receive communication techniques that will allow you to make assessments within the first 2 minutes of contact regarding precisely how to communicate with any individual or audience so as to achieve maximum results.

PROGRAM OBJECTIVES
You Will Learn To:

"This program has helped me not to hide anymore and that my ideas do count. I can now accept the compliments of my co-workers and patients without feeling bad about it. This program was very effective and it was presented in a way that everbody can understand it truly. I felt that I was not in a class at all. Ms. Wendy and Dr. Hal did not present themselves as psychologists to me - instead they were real people." Rowena Aiken, LVN Aaron Marguilies, MD Surgical Associates

IF YOU HAVE TIME FOR STRESS MANAGEMENT ,
THEN YOU DON'T NEED THIS WORKSHOP!

You know all the things to do to "manage" stress: deep breathing, yoga, exercise, meditation, etc. If you had time for all of that, you'd probably do it! The problem is, there are very few people in healthcare who have enough time in the day to manage their stress. In fact, one of the most common experiences for healthcare professionals is the thought "I'm so busy taking care of everyone else, I don't have time to take care of myself!"

This workshop is about identifying and resolving your stress - permanently. The key is to recognize that many of the things that stress us out are NEVER going to change! So, we have three choices: ACCEPT (this really means, resolve yourself to feel badly and deal with it), CHANGE, or LEAVE.

Most people stay stressed until they finally "burn out" and have no choice left but to LEAVE.

PROGRAM OBJECTIVES
You Will Learn To:

"This is a life enriching experience." Maher Rashid, DMD, Dolphin Dental

"Allowed me to understand, forgive, empathize and actually like my co-workers...helping me personally in life will help me in my day-to-day job..." Jacque L., LVN - Cardiology Associates of Lubbock

"The best part of this program was learning how to do confrontation and diffusing an agitated patient." Phyllis Blair, RN - Valparaiso Orthopedic

IDENTIFY AND BREAK THROUGH THE BARRIERS
THAT ARE KEEPING YOU FROM REACHING THE
PINNACLE OF SUCCESS

It is very easy to find reasons for not doing the things that would increase our own success. All we have to do is look OUTSIDE of ourselves to find great reasons: patients don't do what we recommend, staff doesn't do what they're supposed to, the economy drops, insurance dictates fees, the weather is bad, the phone rings too much, the phone doesn't ring enough, and on and on.

The truth is, if every one and every thing ELSE would change, OUR lives would be so much better! There is only one problem: we have no control over what others do. The good news is, we have total control over what we do. It all begins with what we do INSIDE OUR HEADS.

PROGRAM OBJECTIVES
You Will Learn To:

RECAPTURE THE EASE AND EXCITEMENT YOU FELT
BEFORE YOU BECAME A SUCCESS

Whether you met each other before you wrote your first check for Malpractice Insurance, or after you wrote your last alimony check, you find yourself wishing you were as successful in your marriage as you are in your practice.

There is no doubt that you still love each other. But somehow, through the hopes and disappointments of building your practice, the joy of raising your children and the pain of caring for your aging parents, the vacations that got cancelled, the dinners that got spoiled, and the children's soccer games that were seen and missed, your plan to create a life together has left you walking down separate paths.

Is it too late? NO! It's just a question of finding each other again through a series of guided conversations. Your "guides" for this journey understand completely - remember: they're married to each other!

In 3 days with the Dibners, you will re-discover the girl/boy you married, work through the resentments that have kept you apart and rekindle the fire that brought you together so many years ago.

PROGRAM OBJECTIVES
You Will Learn To:

IS YOUR PRACTICE LIKE A FAST-FOOD JOINT OR A FINE DINING EXPERIENCE?

Are you providing your patients with an experience that they will talk about with their neighbors? Do your referring practices rave about the treatment they received from you and your staff following their referral? Do your competitors shake their heads and wonder how you do it?

In today's competitive healthcare environment, it has become critical to provide more than competent care - we also have to help our patients to perceive VALUE for their money.   Why? Because in today's healthcare environment, patients are having to pay out of pocket more often for services they used to get "for free."

How can we help our patients to see value, when our staff doesn't look them in the eye, listen to their concerns, or offer a bit of comfort and class to the experience? How can we expect our patients to talk about us favorably when we do not provide the little touches that make us stand out in their memories?

Patients have a choice regarding their healthcare experience. If they are not comfortable in your office, they will find somewhere that feels good to them. The "feel-good" experience comes as a direct result of the way patients are treated by you and your staff from the moment of initial contact, through the delivery of your exam and treatment. In point of fact, it is this experience that the American Bar Association says will make the biggest difference in the number of healthcare litigations they see in the next decade.

Through a highly informative and entertaining workshop, you and your staff will learn a simple 8-step formula that will transform your practice from an average healthcare clinic into a 5-Star experience that they will remember long after your bill has been paid.  

PROGRAM OBJECTIVES
You Will Learn To:

"...Your abilities to steer us through our relationship problems at the office and your constant positive attitude... It was enlightening! I can't wait to try the 5 star service!" Jody Billings, Office Manager - Altoona Dental Clinic

FIND AND SELECT THE RIGHT PERSON FOR THE RIGHT JOB AND FOR YOUR TEAM

The Gallup Organization studied 1.8 million managers and employees in order to determine the factors that determine the best managers. They looked at how great managers develop people, how they motivate people, how they find the right fit for each person, and how they keep good employees. The findings of their research¹ indicated that the key to excellence in management is to focus on the importance of identifying and managing individual TALENT among employees.

"Talent" is a concern of all companies, and is rapidly becoming the focus of the innovative leaders who are looking to grow their market shares. In The Talent Solution², Gubman reports research conducted on several Fortune 50 companies. He determines that the key to the success of large corporations is their ability to align "the strategies and people to achieve extraordinary results."   He focuses on TALENT as the key to this process.

The Gallup Organization determined that talent is the result of an individual's unique "set of filters." A filter is a way of selecting out relevant information from all incoming stimuli. Each individual takes in information from the outside world into their brains. This information comes in all at once, but it is impossible to absorb and act upon all incoming stimuli. So the human brain processes and selects the incoming data. EACH INDIVIDUAL PROCESSES AND SELECTS INCOMING DATA DIFFERENTLY. The unique combination of how an individual processes and selects incoming data comprises his/her unique talent profile .

Given Gallup's determination that talent is the result of an individual's unique set of filters, the question is, how do you find the set of filters that subsequently determines each individual's talent? Then, once determined, how do you utilize this information to work best with individuals and the teams to which they belong to enhance productivity, efficiency and bottom line profits?

The key to managing an individual's talent is to determine:

• Which components of their talent should be emphasized and employed in any given situation, and
• How each individual's unique talent profile interacts with the profiles of his/her team members.

While it was clear that talent must be identified and managed, no one had developed a method for HOW to do this.

Professional Impact, Inc. studied this problem long before the word "talent" became popularized by the media. Through research conducted at facilities such as Harvard, Berkeley, and the University of Manchester, it was determined that there are, in fact 28 filters that serve as the critical components of an individual's talent. More importantly, these filters are measurable .

(1)First, Break All The Rules. Buckingham, Marcus & Curt Coffman. Simon & Schuster: New York, 1999.

(2)Edward L. Gubman. McGraw-Hill: New York, 1998

Now you can get precise personnel assessments while eliminating the costly risk of human error. The PERSONNEL TALENT PROFILE provides strategic information that allows you to evaluate your employees for the specific goals of your practice. The PERSONNEL TALENT PROFILE takes the guess work out of management - saving you time and money. The profile can be administered and analyzed by the Professional Impact team or we will train you and your practice manager.

The PERSONNEL TALENT PROFILE is the only assessment instrument that allows you to:

HOW IT WORKS:

• You designate the job requirements of the position you want to fill
• We administer The Personnel Talent Profile to you and all members of your team (OPTIONAL) to establish a map that the candidate must fit
• We write the ad to be placed in your local newspaper
• You collect the resumes that come in through your fax machine
• You screen for experience and meet those candidates whose resumé "fits the bill"
• You select candidates for our assessment
• We administer The Personnel Talent Profile by telephone
• We provide you with a written report outlining the specific filters of the candidate, how to best work with this person, and specifically how to communicate with him/her for maximum productivity.

Need a speaker for your next meeting? Whether you are looking for a one-hour keynote or a full day seminar, your colleagues will rave about your choice of a Professional Impact speaker!

Choose from any of the following topics - or, call today and we'll discuss a customized topic just for you and your group!

• The Art of Motivating People To Action
• Impact Selling
• Building Your Dream Team
• Speaking Your Client's Language
• Stress Management for You and Your Client
• The Art of Providing 5-Star Service
• Impact Leadership
• Impact Communications
• Get Out of Your Own Way!
• You Have All The Power!
• They Really Push My Buttons!

"A proven crowd-pleaser, Wendy is a bundle of thoughtful enthusiasm who moves audiencesto renewed self-confidence and drive." Myles Beck, President, Greater Tuscon Association of Life Underwriters

" We've hired Wendy twice to speak to our professional association and she always brings a lot of energy and insight to our group.  Any group of professionals that has to work with other people, either the public or each other, can benefit from Wendy's work."
Laura Dennison, M.A., CCC-A, Georgia Association of Hearing Professionals

DO YOUR PRESENTATIONS EXITE AND ENTICE, OR LULL THEM TO SLEEP?

Speaking in front of others is the number one fear in the world! In fact, it’s rated by people as more frightening than a trip to the dentist or even death! Of course, you can “picture them in their underwear,” but there is still the chance that you will be ridiculed or poorly judged – unless you learn the art of IMPACT EDUTAINMENT.

IMPACT EDUTAINMENT is a scientifically grounded approach that will wow your audiences and keep them talking about you for years! It is a proprietary method of preparing and executing presentations that combines EDUCATION with IMPACTFUL ENTERTAINMENT.

Whether your presentations are intended to build your business or educate others, this course will give you all the tools you need to make a huge impact on every audience you see!

PROGRAM OBJECTIVES
You Will Learn To: