What is an opportunity mindset?
I know what you might be thinking: “Uh oh—must be another one of those Consult buzzwords!” But, at least it’s not another acronym, right?
All jokes aside, opportunity mindset is essentially a way of thinking and doing—an intentional, positive, and action-oriented attitude. And it relates to everyone in the practice, regardless of his/her position. A person can only achieve as much as he or she focuses on. So, if you focus on finding, embracing, and seizing opportunities, eventually, you’ll enjoy more opportunities. Make sense?
What does it mean to have an opportunity mindset?
Great question! I can sum it up in one word: PROACTIVE. It’s all about being proactive in creating as many opportunities as you can, not only to grow your business but to help more people in your community hear well again.
It’s not sitting around and waiting for the phone to ring, but rather picking up the phone yourself and initiating a conversation with your patients. It’s asking patients who are satisfied with your services if there is anyone they know who could also benefit from them. It’s calling Mr. Jones after he failed his hearing aid evaluation and refused to commit to hearing aids to see how he’s doing and whether he has any questions.
Everyone in the practice has the ability to do these things—providers, front office staff, patient recall specialists, even directors, and owners. If you have one person on your team adopt this mentality, it’s a plus. But if you can get your entire team on the opportunity mindset bandwagon, your practice’s entire energy will shift, and growth will happen naturally as a result.
How does one adopt an opportunity mindset?
So, how does one adopt an opportunity mindset? First and foremost, it’s a decision to commit. Once you decide this is what you want for your practice and its future, YOU become the trailblazer. Leaders need to set the bar, dedicate themselves to the concept, and demonstrate what exactly an “opportunity mindset” looks like.
To do this, your team needs to see YOU proactively:
- ask for patient referrals
- make Care After “No” calls
- create a waiting list
- pull patients forward on the schedule
- and call Out of Warranty patients, to name a few.
The entire team needs to engage in this behavior for the culture to shift. Yes, you read that correctly: EVERYONE. No one is exempt. If you are not focusing on it and would like to make it a priority or would like support for the processes you currently have in place, your Account Manager and Consult YHN’s experienced trainers would be more than happy to help. However, the buck cannot be passed. The only way for a practice to adopt an opportunity mindset is for its leaders to set an example, make opportunity creation a priority, hold their staff accountable, and follow up. Once you accomplish those items, the magic will start to happen!
Why should my practice adopt an opportunity mindset?
Now more than ever it’s essential for practice owners to adopt this mentality, especially because many are trying to make up for lost time and revenue as a result of the pandemic. It’s one of the core fundamentals of growing a business. Best of all, it doesn’t cost anything and is risk-free—you have far more to gain than lose by making a simple adjustment to your way of thinking.
Every Consult Account Manager is an expert in creating an opportunity mindset, whether it’s in a practice, Ear, Nose, and Throat clinic, hospital, or university. It’s what we do every day—just ask any of our thousands of engaged Associates. It’s also only one of many different areas where we can help practice owners grow their top-line revenue and bottom-line profit.
About the Author
Kate Thomas is an Assistant Account Manager and has been with Consult YHN since 2009. Before moving into her current role in 2016, she worked in the company’s Recruiting Department. Kate supports the East division and their accounts through front office and physician marketing trainings, community outreach support, and anything else needed to help practice owners achieve their professional goals. When not working, Kate enjoys gardening, yoga, meditation, running, hiking, cooking, and anything else that allows her to use her creative mind. Whatever she’s doing, it almost always involves her husband and three beautiful children.