3 Strategies to Fill Your Schedule in 90 Days Without Social Media

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Are you tired of empty slots on your schedule?

I know how challenging it can be to grow your practice, especially when social media feels like the only answer—and let’s be honest, not everyone loves it.

In this episode, I’m sharing three powerful, timeless strategies to fill your schedule in 90 days or less without touching social media.

I’ve been in private practice for 14 years, and I’ve faced the same struggles you’re experiencing. From starting with no patients to creating a thriving, impactful business, I’ve learned what works (and what doesn’t). Now, I want to help you do the same.

We’ll talk about how to build a referral network that keeps new patients coming in, how to uncover hidden opportunities in your existing patient database, and how to ask happy patients for reviews and referrals that drive growth. These strategies are simple but trust me, they always work.

Tune in to hear how to implement each of these strategies in your practice and watch your schedule fill up in no time.  

👉 Hit play now, and let’s get to work!

—

Key Takeaways: 

• 00:00 Intro 
• 00:41 Challenges in growing a practice 
• 10:22 Building a referral base 
• 18:06 Leveraging hidden patient visits 
• 28:07 Empowering patients as advocates 
• 29:22 Volume, consistency, and strategy for success 
• 30:22 Outro

Additional Resources:

• Learn more about my 12-month program.
• Interested in 1-on-1 coaching? Apply here.
• Grab a copy of the "The EntreMD Method" book.

When you are ready to work with us, here are three ways:

• EntreMD Business School Accelerator - If you are looking to make a 180 turnaround in your business in 90 days, this is the program for you.
• EntreMD Business School Grow - This is our year-long program with a track record of producing physician entrepreneurs who are building 6, 7 and 7+ figure businesses. They do this while building their dream lives!
• EntreMD Business School Scale - This is our high-level mastermind for physicians who have crossed the seven figure milestone and want to build their businesses to be well oiled machines that can run without them.

To get on a call with my team to determine your next best step, go here ...

Episode Transcript

Speaker 1 (00:00):
I need you to hear this right, it's nothing so
exciting and you're like wow, Ican't wait to ask my patients to
send me people.
It's not exciting like that,but it works.
It always has and it alwayswill.
So if you build this habit ofasking them for referrals and
asking them for reviews, it willchange your practice forever.

Speaker 2 (00:22):
Hi docs, Welcome to the EntreMD podcast, where it's
all about helping amazingphysicians just like you embrace
entrepreneurship so you canhave the freedom to live life
and practice medicine on yourterms.
I'm your host, Dr Imna.

Speaker 1 (00:41):
I know that there are challenging times in healthcare
.
I know that we're beingdevalued in the healthcare space
.
I know that there arechallenging times in healthcare.
I know that we're beingdevalued in the healthcare space
.
I know that the insurancereimbursements are decreasing.
I know that, yes, that you knowthe cost of delivering the
services that we do hasincreased.
I know that it's harder thanit's been to find people.
I know all of that.
But if we come with that energy,we're not going to win right.

(01:04):
So, in the midst of all of this, people are still winning and
we're here to figure out what isthe way, what is the yellow
brick road, what is the pathwayfor us to win, even in the
challenging times.
We were never promised timesthat won't be tough.
But what did they say?
When times get tough, the toughget going.
We are the people who are tough, okay, so I don't want you to

(01:28):
be cynical.
I also don't want you to be infantasy land.
Okay, I was in fantasy landwhen I started my private
practice.
I was like I will hang theshingle and they will come.
I hung that shingle, they didnot come.
Okay, so there is work required.
There are challenges.
We can rise above them.
But there is work involved andthat's the work we're going to
talk about.
So I want you to approach thiswith an open mind.

(01:50):
I want you to approach thislike I'm in it to win it.
I want you to approach thisgoing like how can I, how can I
win?
Right?
I don't want to be a naysayeranymore.
I don't want to play the victimanymore.
I don't want to just roll overand play dead, allow whatever
happened, but how can I win?
Right?
Like that's the attitude.
And then also, you recognizethat there's work to be done and
you're going to do the work.
Right, you're going to do thework.

(02:11):
If we approach it this way,this time that we have together
is going to be so powerful.
The team and I did a lot ofwork to make this a very simple.
So you can walk away and goapply them, like starting today.
So you can walk away and goapply them like starting today.
You can start texting your teamand say, okay, this is what
we're doing, starting tomorrow,that's what we want you to have.
So don't be confused by thesimplicity of it.
Okay, it's simple, but it'svery profound.

(02:32):
Okay Now, if we haven't metbefore, my name is Dr Una.
I'm a pediatrician.
I have been in private practicefor the last 14 years and you
know private practice has made alot of things possible for me.
I've been able to impact mycommunity in a way that I didn't
think I would be able to.
I homeschool my four kids,which is something I really

(02:53):
wanted to do, right, and youknow process of building a team
and all that.
I bought my time back to beable to do that, so I homeschool
them, if I can have a mommymoment for five seconds.
You know my daughter justgraduated from high school on
Thursday or Friday, I don'tremember what day it was, but
she finished all her courseworkfor that and she's going to be
17 next year.
You know she just went aheadand did all the things she

(03:14):
wanted to do, which is so muchfun.
Like you know, that's what I'vebeen able to do and the truth of
the matter is I want that forevery physician.
I want you to be able to builda practice.
Allows you to take care ofpatients the way you know they
deserve to be cared for.
Allow you to have a very hugeimpact to your community.
Create financial freedom,create time freedom.
Okay, now, is there workinvolved?

(03:35):
Yes, is it possible?
Yes, is it available?
Yes, so the question I want toask you and please indulge me,
answer me in the chat.
Who wants it?
Who is like okay, I want tolearn a different way of doing
things, I want to learn thestrategic way of doing things so
I can have that right.
Let me know in the chat who'slike I want that, I want that, I
want the impact, I want thefinancial freedom, I want the

(03:56):
time freedom, and so we're goingto walk through those things.
So we're going to talk aboutsome things and you're like, eh,
I'm not sure I want to do thatNow.
Remember the dream.
Okay, so remember the dream.
The question becomes is thedream motivating enough for me
to want to do that?
Okay, all right, so so let'skind of get into this.
Today we're going to look athow to fill your schedule in 90
days or less, so that that wayyou are in control of your

(04:18):
revenue.
Okay, we're not just like, oh,I don't know.
You know, schedule's kind oflight, schedule's kind of busy.
We want to be in control.
So I'm going to talk about thaton Wednesday, but today, how to
fill your schedule in 90 daysor less.
Who wants more patients ontheir schedule?
Let's talk about this here,okay.
Why is it important for us tohave this?
This is how we create ourrevenue, okay, so we want the

(04:38):
patients on there so we can carefor them and so we can get paid
, right, that's why the practiceis there.
So I'm going to show you threethings.
They're going to be very simple.
How many of you hope that Idon't say anything about social
media?
Be honest, here's the deal.
I'm going to talk about threethings and today, today, I'm not
going to say a single thingabout social media.
I'm not going to say a singlething about social media.

(05:01):
So you cannot complain aboutanything.
I tell you because I have givenyou what you want.
Okay, you don't want to hearabout social media?
I'm not going to talk about it.
We're going to talk about threethings that can fill your
schedule up in 90 days or less.
So I'm going to tell you threethings, and there are three
things that work, and I'm notgoing to mention social media.
Number one.
Number one is to build areferral base.
Okay, number one is to build areferral base.

(05:23):
Okay, number one is to build areferral base.
A referral base is one of themost magical things you can do
for your private practice.
Okay, I'm going to tell you howyou can do it.
How you can build all this,I'll tell you.
But you got to buy the ideafirst.
You got to build a referralbase.
You have to have a base ofpeople.

(05:45):
It could be three people, sixpeople, nine people, 12 people,
but the more you have, the morestable your practice will be
right, the bigger it is.
One is too dangerous a numberin business.
One referral source and you'relike oh yeah, we're busy, we've
been great, we have word ofmouth, and then we have this one
referral source.
But anything can happen to thatone referral source.

(06:06):
Somebody else could buy thepractice.
The practice could go out ofbusiness.
Another doctor may come in anddecide that I no longer refer to
this person.
Like one is a dangerous number,okay.
So you build a referral base.
It will change your business.
So I'm going to give you twoexamples.
Now, when I started my privatepractice, I self-funded my
practice, which means I had ajob and I used the job to pay

(06:27):
the bills of the practice, sothe practice could pay for
itself.
And so one of the places Iworked at.
It was a pediatrician and shewent from zero, like zero
patients, to so fully bookedthat she needed another
physician in six months.
I want you to think about itOne, two, three, four, five, six

(06:48):
.
I was like this is absolutelynuts.
I've been around the block longenough to know that this is not
the way things work, and so Istarted having conversations
with her and observing, and Ifound out that she had three
friends who were OBGYNs, and sothe second she set up shop.
Three of them were like we gotyou and they just sent all their

(07:08):
babies there.
Right Now, you may not havethree referral sources who are
your friends you went to collegewith, but you can create those
relationships.
What I'm trying to tell you isthat three referral sources took
her business from zero to fullybooked, month-long wait times
that she had to hire anotherphysician within six months.

(07:30):
Now that is something that ismagical, beautiful, leads to a
very stable business.
She can bring on more people,bring on people to work less and
all of that stuff.
And it was just amazing, asshe's been busy ever since right
stuff.
And it was just amazing, andshe's been busy ever since right
.
That's the power of threereferral sources, just three.
Okay, now, when I was activelyseeing patients, I had a

(07:52):
physical therapist who came tomy office younger, probably
early thirties or something likethat and she's like you know,
this is who I am and I juststarted to practice over here
and all of that stuff.
I think she was even pregnantand I looked at her, I looked at
her reviews and all of thatstuff and I said you know what I

(08:18):
could remember starting aprivate practice, not having any
patients, not having peoplelike really not like they were
mad or anything, but reallybelieve in what I was doing and
all of that stuff.
I still remember the first daywe saw five patients.
You couldn't tell me nothing,like we were the busiest
practice in town as far as I wasconcerned.
I remembered all those daysright.
So I was thinking I was likewow, she's going through that.
So I looked at her and said youknow what I'm going to get you
busy.
I wanted to understand the powerthat a referral source had.

(08:39):
I was like I'm going to get youbusy.
I was like I'm going to get youbusy and she probably looked at
me like okay, fine, I was likegood, so give me your cards, all
of that stuff.
I went to my front desk.
I told them we have a wait timefor physical therapy.
Anyway, this is the person wesend our patients to now, and it
was a few months before whenwe'd send patients to her she

(08:59):
would.
Then her office would say okay,our next available is a month
from now, when they could getour people in next day or the
day after that.
So we got her really busy.
That's the power of one referralsource saying, yes, just one
referral source.
So the question I have for youis are you committed enough to

(09:20):
your success that you're willingto embrace the discomfort of
building a referral base?
Are you committed enough toyour own success that you're
willing to embrace thediscomfort of building a
referral base?
Are you committed enough toyour own success that you're
like yeah, I know it's a littleuncomfortable, but I'm going to
do it.
Because, my goodness, if I getone referral source, what would
that do?
Two, three, what would threereferral sources do for me?
Right, you know we tell thestory a lot in.

(09:42):
You know, like we had a doc inthe Uncharted Business School
who had worked with you know,trying to get a referral source
on board because it was a bigorthopedic surgery practice and
she was a weight loss doctor andshe went to them for 11 months.
I want you to.
That's a sink in there.
Of course, she was workingother angles, but this

(10:02):
particular one for 11 months,right, so we should make a lot.
Oh, dr Lula, your stories wereso nice.
You started telling me aboutthis 11-month thing.
That's a really long time, butthis is the deal, right?
When she eventually got in tosee them, they were like, oh, my
goodness, we've been lookingfor someone like you,
da-di-da-di-da, yes, we'll sendall our patients to.
And she thought there were 19doctors and nurse practitioners

(10:28):
and stuff in the practice.
It was 42 of them.
I don't remember Some reallyridiculous number.
And she started to where shewas getting five to seven new
patients a day.
It was 42.
Yes, it was so ridiculous.
I was like did I have thatright?
Was it 24?
No, it's 42.
Five to seven new patientsevery single day.

(10:51):
So the question like, if youknow, if you follow up somebody
long enough, that's what wouldhappen.
Would you follow them longenough?
I mean, the answer is yes, yes,yes, yes, every day, and twice
on Sunday, right, and so, yes,referral sources.
It takes a minute, right, butit works and it works really

(11:12):
well and it works really long,okay, so, okay, dr Una, I hear
you.
All right, referral sources.
What do I do?
So I'm going to give you whatdo I have?
Six.
I'm going to give you six waysto make contact, because it's
about relationship building,right, what are the different
ways I can make contact with myreferral sources?
So one, it could be meet andgreets.
You go to the office, you stopby, you ask to see the doctor,

(11:35):
you ask to see the officemanager.
Never ignore the front desk,because sometimes they're the
people that are sending thepeople to the people anyway.
But you go, start buildingrelationships.
You will hear a lot of no's,and it's okay.
You're going to hear a lot ofno's, but you're going to hear
enough yeses to turn yourbusiness around.
Okay, so we're not thrown offby no's, we're not.

(11:56):
We don't get bent out of shapeby no's, we just roll with it.
Right, when we hear the no's,we just know okay, I'm closer to
a yes.
Okay, so your meet and greetwould be one Okay, you can email
them.
Many websites, they have theiremail information and stuff like
that.
And when I say you, I hope youunderstand I mean you, your team

(12:18):
, right, it's not just you, it'slike your business, your
practice, your company's doingthis.
Right, you can email and you'relike this is who I am.
Email introduction.
You can have a template alreadydone, so you're really doing
the, just editing like aparagraph or whatever, and
sending those off.
Because what are you trying todo?
I'm trying to do the work so Ican get to the point where three

(12:39):
people there are at least threepeople that are sending me
people, because if three peopleknow me, like me, trust me, they
could get me busy.
Okay, so you can email them.
We've done this a lot in ourpractice.
You can fax.
You can have like a standardfax with why you like, why your
practice, right, don't sayexpert medical care, don't say

(12:59):
compassion, nobody cares aboutthat.
Like if the problem you know,like for your practice, that
what you do, if the problem ispeople can't get in to see
doctors like you, then you putlike next day appointments right
, like figure out what the painof your referral source is and
address that.
But you can have faxes.
So I'm PEDS, right, I can havethe fax numbers of all the
OBGYNs in the area and then,once a month or once every other

(13:22):
month, I just fax and like thisis who we are, we're here to
take care of your babies.
Blah, blah, blah, blah, blah.
Thank you for your referrals.
That's something you can do.
You can call them, get on thephone.
Hey, this is Dr who.
I know your practice is new, orI'm new here and all of that
stuff.
Just wanted to let you knowwhat I do.
I'd love for us to meet and allof that.
You can do that.
Nothing's going to go wrong.

(13:43):
You can do that.
You can attend events wherethey are.
So, for instance, I'm apediatrician.
If an OBGYN with 10 OBGYNpractice, with 10 OBGYNs, is
doing an open house, where doyou think I'm going to be?
I'm going to be at the openhouse to meet with them, to
connect with them to.
You know, if you go to thehospital, you know there's a

(14:05):
physician's lounge, go there.
And if you're an introvert,where are my cousins who are
introverts?
Even if you're an introvert?
This is a trick.
You walk in there.
Nobody knows you're nervous.
Nobody knows you're scared.
Dr Johnson's like hi there,nobody knows any of that.
You walk in and you braceyourself, right, and you're like
, okay, I have you know, likeI'm going to be here for 15

(14:33):
minutes, 20 minutes, whatever,and go introduce yourself to
people, right?
Well, we got to start, we'reintroverts and we can still win.
We can still win in business,okay.
And then this is like agranddaddy strategy connect with
connectors.
There are people you know them.
There are people who knoweverybody.
Oh, I know this doctor, thatdoctor, I went to school with
that doctor, that person, thatdoctor is my friend's, cousin's,
auntie's, uncle, like all thatkind of stuff.
You connect to those peoplebecause it's a shortcut, because

(14:55):
you're connected to them.
They can connect you toeverybody else.
Yeah, you don't have to be theperson, right, dr Johnson's like
, I know people like that, butit isn't me, it doesn't have to
be you, but the deal is you canthen connect with that person
and that person could connectyou with all the other people.
So when you meet people likethat, they're new best friends
because they know everybody,especially if you're an
introvert.

(15:15):
Right, build a referral base.
Now, this is the thing aboutthe referral base.
Okay, the money's in thefollow-up Chances are.
The first time you guys meet,nothing magical is going to
happen.
The money's in the follow-up,it's in the follow-up, it's in
the follow-up, so we continueuntil that's what we do.
We build the relationship, wekeep the open loop, we keep the
conversation going until okay,so the money's in the follow-up.

(15:37):
And this means that there arethree things that you must have
down pat.
One is you understand, with thereferral base, I got to do the
volume, I got to do the volume.
There's no way around thevolume.
I got to do the volume, okay, Igot to do the volume.
I have to be consistent and Ihave to be strategic.
Okay, I have to do the volume,so I do enough of it.

(16:03):
I have to do it consistently.
And then I have to be strategicOkay.
This is usually where thingsget dropped.
So this is where the strategypiece comes in right.
The people who pay cashunderstand the people who pay
cash.
The people who take cashunderstand the people who take
cash.
So, direct specialty care youwant to start looking for
practices that are directprimary care, are concierge

(16:31):
right, or they're paying cashfor certain kinds of services
because they get it.
So it doesn't mean you don'ttalk to like Gen P's insurance
based at all, but you're goingto prioritize those ones,
because they get it.
You don't have to explain tothem what direct primary care is
.
They get it.
The other group you want tothink about is the places where
it's kind of hard for them tosee a specialist, like you, and

(16:52):
so people are waiting six months, nine months, 12 months to be
seen.
And so, even though your cashand they don't get it, they're
like yeah, go there, she can seeyou next week or he can see you
next week.
You have to pay, but you cansee him next week, right?
So you look for that.
And so all referral sources arenot equal.
There's strategy to it, right?
So think volume, thinkconsistency, think strategy.

(17:16):
These are three things that youhave to think about when you're
working.
Your referral sources, okay.
Your referral base.
Those are the three thingsVolume, consistency and strategy
, okay, okay.
So that's number one, and we aremaking good progress.
I love this Number two.
Number two is your hiddenvisits.

(17:39):
Okay, your hidden visits, yourhidden visits.
We always have access to moreresources than we're aware of.
We just don't know, okay, andso today we're going to unlock
some hidden visits that are juststaring you in the face that
you don't know about, right?
Okay, so if you're aninsurance-based private practice
and you're paid per visit,right, you're paid per visit and

(18:02):
you've been.
Your practice has been aroundfor longer than three years
chances are like 97% chance,chances are that you have tons
and tons and tons of people inyour database who are overdue
for appointments and they're notgoing to make those
appointments till somebody inyour office calls them and says

(18:25):
hey, ms Smith, it seems you'reoverdue for your annual checkup.
Dr Stephen can see you onTuesday at 10 o'clock or Friday
at3 pm, so we can catch you upwhich of those times work for
you.
If you would do just that, youcan fill up your schedule.

(18:45):
And the older your practice is,the more you can fill your
schedule using this strategy.
Right, there are so many peoplein your database right now that
even if you did not acquire anew patient, you could probably
fill up your schedule.
Okay, now, if you're direct andI want to kind of apply this

(19:07):
here a little bit if you're, youknow, like cash-based, so
direct primary care, specialtycare, concierge and all of those
things, it may not necessarilybe, you know, you're not per
visit in that kind of way but itmay be that you have a ton of
people who they just decidedthey weren't going to do that
anymore, or their card declinedone time and they kind of, you

(19:29):
know, fell off and stuff likethat.
You have a ton of people youcan follow up with and if you
follow up with them, apercentage of them are going to
come back.
You can fill up your panel, youcan fill up your schedule with
the hidden visits and the hiddenpatients that exist in your
database.
Right now, your database isgold.
You hear in the corporate world.

(19:51):
You hear them talk about bigdata, big data, big data.
Okay, your data may not be asbig as theirs, but it's big
enough to keep you profitable.
Okay.
Now, when we had, when thepandemic hit in 2020, if you
remember, like back when peoplewere like what's a coronavirus?
Like that early, like when wewere there and you know we would

(20:12):
, sometimes we call patients.
They're like how is it outthere?
I'm like what do you mean outthere?
Like, like we're some war-torncountry, like what do you mean
out there, right, we're somewar-torn country.
Like what do you mean out there, right?
And people no longer wanted tocome into the office and do all
of those things.
Hybrid practices were droppinglike flies, right, and this was
the strategy that we used in2020.

(20:34):
And 2020, we did better in 2020than 2019.
We had more patient visits.
We brought in more revenue in2020 than we did in 2019.
Same with 2021, right, and whatwas the strategy?
We just pulled out the entiredatabase, and one after the

(20:54):
other.
We were just going Heather,we're just going.
Now, the principles of yourvolume, your consistency, your
strategy still apply here.
So I'll tell you some funnythings that we did, like, for
instance, when we started.
I mean, you're talking about adatabase of thousands of
patients, and so we would lookfor the patients with the
parents with three or morechildren.
Right, because for every oneyou get, you get three or more

(21:18):
visits as opposed to one visit.
Again, what is that?
It's just strategy, right, it'sjust strategy, but the idea is
this you have so many patientvisits, aka so many dollars,
sitting in your database rightnow, right now, right now, there

(21:43):
was a doc.
This doc was in the EntrevueBusiness School and he said he
was he decided to work thisstrategy and he had his team
calling every day and I thinkthey were making like 30 calls a
day between three or four VAsor whatever.
I was like dude, we need volume.
Like we need volume on that.
And I think they switched that.

(22:06):
I went to 30, up to 30 calls aday per VA and he went from
having holes in his schedule tobeing booked out for two weeks
within a matter of weeks.
So going from a schedule thatwas not full to a schedule that
was so full that for hispractice that was not full to a
schedule that was so full thatfor his practice it would take
two weeks for you to get in.
How did he do that?
By doing the recall.
Okay, this is a simple thing.

(22:27):
You pull up the report.
You're going to have to coachyour team on it because they'll
also like roll their eyes, likewhat is this If it's not
something you already do?
But I am telling you, there arehundreds of visits, for some
people, thousands of visits,sitting in that database.
So, yes, the insurance, youknow reimbursements are declined
.
Yes, there's R25, yes, all ofthat.

(22:48):
And you got all this moneysitting in your database.
And, as a doctor, is good careright?
Like we don't want people goingon without their checkups.
We don't want the person who'shypertensive we haven't seen in
a year, like what medicationsare they taking, right?
So this is what we want to do.
Okay, we're talking about howto fill up your schedule in 90

(23:09):
days or less.
So we've already talked aboutthe referral base and now we're
talking about the hidden visits.
These are things that they'renot funky, they're not cool.
The hidden visits these arethings that they're not funky,
they're not cool.
They're not all shiny andbright, but they work.
They really work.
They've always worked.
They'll continue to work.
These are timeless principlesof business.
Okay, okay, so we want to dothat.

(23:31):
We want to hit the recall.
We want to find all the visitsthat are sitting in our database
.
Okay, we have the database fora reason.
If you tell somebody who wantsto sell something to your
patients that you would givethem your database, they know
it's gold.
So please know that yourdatabase is gold, your database
is gold.
Okay, all, right.
Now same principles apply.

(23:55):
We know to do this, we need tothrow the volume behind it,
right?
So remember, I'm telling youthe doctor they were making like
four people were making 30calls a day, and they switched
that and four of them startedmaking 30 calls each and
everything changed.
You need the volume, you needthe consistency, so we don't hit
the recaller when our scheduleis light.

(24:17):
We just hit it.
That's what we do, okay.
So you need the volume, youneed the consistency and you
need the strategy.
Okay, the strategy, all kindsof strategies.
With that.
I give an example, you know,like for peas, like what we did,
some people would do it basedon highest payer to lowest payer
.
Like when the, because if it'sa thousand people, 2000 people,

(24:39):
you're not going to hit all ofthem at once.
Right, and they would do that.
So there's so many differentthings you can do.
Okay.
Now, when you think aboutbuilding a referral base and
going after the hidden visits inyour practice, what do you
think?
On a scale of 1 to 10, how bigdo you think the impact will be
on your schedule?
If you do these two things, wecan proactively fill up our

(25:02):
schedules.
We don't have to sing the samesong.
Other people are singing.
All right, let's do numberthree.
Number three again, one of myfavorites, and the introverts
are going to go like oh mygoodness, dr Una, stop talking
about this, but I'm an introvert, I'm with you.
Okay, all right.
So this is unlocking your secondgeneration patients.
How many of you have patientsthat love you and they've told

(25:28):
you to your face you've changedmy life, you've changed my world
.
Or they've left you a five-starreview.
Or they've told you I've beento five doctors and nobody could
figure it out.
But you figured it out, likehow many of you've had that?
How many of you've had that?
Your patients that know, likeand trust you are the source for
more patients that will know,like and trust you.

(25:50):
Right, like you're think of.
Okay, I'm not saying yourpatients are these things, but I
want to give you a word picturethat you won't forget.
Okay, now, when you think aboutyour patients, you can either
see your patients as fruit youeat a fruit.
Once it's gone you can see yourpatient like a tree that

(26:10):
produce fruit after fruit, afterfruit after fruit, the patients
who love you and trust you.
They're like trees and theywill give you many more patients
if you ask.
So when somebody tells you oh mygoodness, you are the fourth
doctor I've seen for this thingand you're the only person who
could fix this, I want to giveyou the translation.

(26:34):
Okay, I want to give you theprofitable private practice
Owner translation.
And that translation is oh mygoodness, doc, please ask me for
a referral.
Ask me for a referral, ask mefor a review, ask me for
whatever you need for me to putyour name out there and let
people know how amazing you are.

(26:55):
That is literally what they'retelling you.
That's what they're telling youBecause this is the deal If you
have a thousand patients and aquarter of them decide to send
you one patient, you acquire 250new patients.
Who would be mad about 250 newpatients?

(27:16):
Not me, right?
But if you don't ask, the thingis, everybody is thinking about
themselves.
Well, 99% of people arethinking about themselves all
the time.
They're not thinking about you,they're not thinking about your
business, they're not thinkingabout making your practice
profitable, they're not thinkingabout making your practice
sustainable.
They're not thinking about anyof that.

(27:37):
They're thinking aboutthemselves.
And so the only way for you toget them to stop and go around
and go, invite people and tellpeople about you and text people
about your office and all ofthat stuff, you've got to ask
them.
But if you ask them, they knowif everybody brought one person,
think about what that would do.
So I need you to hear thisright Again.

(27:57):
It's nothing so exciting andyou're like wow, I can't wait to
ask my patients to send mepeople.
It's not exciting like that,but it works.
It always has and it alwayswill, right.
So if you build this habit ofasking them for referrals and
asking them for reviews, it willchange your practice forever.

(28:21):
I didn't know the power ofreviews until I started making
it a thing and going after it,and then I would ask people new
patients when they'll come.
How did you find out about us?
Oh, you know, I was justlooking for your pediatrician in
the area and I saw your reviewsand I came and the first time I
heard that I was like okay.
And then the second time, andthe third time and the fourth
time, like, people pay attentionto that stuff, right.

(28:43):
So when people are like you'reamazing, ask them for some, okay
, you can ask him for a referral, you can ask him for a review,
but either of those two willcreate more patience.
And please understand me rightIf people come into your office
and they see that you're seeinga lot of patients, they will do

(29:04):
you a favor by not referringpeople to you.
They're just like oh, mygoodness, this doctor is so busy
.
X, y, z.
They're like, yeah, but mydoctor, she's fully booked.
So you know, like, so, findanother doctor.
And I'm not making this up,I've had, I've had people like I

(29:25):
had a patient go like, oh, drUna, you know, I had a friend,
she really needs a pediatrician,like you.
But you know, I know you're sobusy and you're not accepting
new patients, so I sent herwherever.
Wherever I was, like what, whatin the world made you think I'm
not accepting new patients?
That's the assumption that theyhave.
You have to interrupt them byasking the reason why we build

(29:45):
multiple streams of patients isbecause there will be times when
certain ones dry up, wherethere will be some times that
you know things work really wellwith one, and sometimes when
they don't right.
The reason why we have so manythings going on at the same time
is no matter what happens, westill win right, we still win.
And yeah, so you may say as aspecialist, it's tougher than

(30:07):
primary care, but you'd besurprised that it's not because
there are other challenges.
But the thing is that thesethree things work.
These three things work, okay.
So, again, for these threethings, is the volume of it.
We Okay.
So again, for these three thingsis the volume of it.
We got to do it.
I've got to do it Like we haveto have the right volume of it.
If we're asking for referralsonce a week, this is not going
to work.

(30:27):
If we're asking for reviewsonce in a while, this is not
going to work Right.
So it's the volume of it, it'sthe consistency of it and it is
the strategy of it consistencyof it and it is the strategy of
it right.
It is these three things andfrom one step to the other, you

(30:48):
end up with a practice thatallows you to live the life that
you want.