Michael Perusich: Hi, everybody, Mike Perusich and Patrick Hammond with Kats Consultants. Patrick, I want to talk about the law of buy-in today. As doctors, we wear multiple hats. We're a doctor, we're a business owner, we're a leader in our community, we're a leader to our staff, we're a leader to our patient, but how do people and why do people follow leaders? It's because they buy in to the leader's vision. This is really what we do when we build doctor authority is we create a sense of a vision for people that they want to buy in to and they want to follow it.
A great example is with our patients, we teach them that their pain is going to be manageable by our treatment plan, and we impose upon them the idea that we're there to help them and we have the tools to help them, so we get them to buy in through that process. That whole law of buy-in works with our staff as well. If you want staff to stay with you for a long time, you have to teach them how to buy in to your vision.
Michael Perusich: Hi, everybody. Mike Perusich, Patrick Hammond and David Kats with Kats Consultants. Thanks for joining us today. Guys, I thought we talked a little bit today about setting the pace in our clinics. As the doctor and owner of the practice, we really should be setting the pace, being the example leader, lead by example if you will, in the practice as the owner of the practice. How do you guys do that?
David Kats: Go ahead.
Patrick Hammond: Okay. Mine is, I get there early. I think you set the tone. If you can walk in late, you're already behind for the day. You get there early, you walk in with a positive body language, you're ready to rock and roll. You got to set that tone so your staff says, "Oh man, Dr. Hammond, he's raising up the day, right?" But if you come in and go, "Hey, what's up," low key, it's already setting the tone. You got to set the tone about high pace and be ready to go. Then when that first patient comes in you got to be all smiles, you got to...
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