Volume 44
January 27, 2021
2021 Snapshots: For the Better
  • Initial trajectory
  • TEAM
  • Words of Wisdom
  • Subject Matter Expertise
  • The 3 Ts
  • Analytical Comparisons
With wellness referral growth envisioned and launch phase plans developing, S.M.A.R.T. goal progress in the first 30-60 days should indicate optimistic initial trajectory. From pre-appointment protocols, check-in, clinical process, checkout and follow-up, influential touch points shape pathways to collectively rewarding results. We know talented and dedicated TEAMwork are requisite building blocks.
Leadership catalysts appear in many forms and loyal Practice Growth Insights readers consistently view motivational quotes as food for thought. By proactively fostering upbeat tones, all those on point are more likely to get with the program and set positive examples. In reflecting on these previously featured words of wisdom or your personal favorites, Practice Culture Commitments or PCCs can be readily inspired.
Experience proves that nurturing each team member’s personal motivation advances not just the individual, but the group, as PCCs are best instilled via constructive peer influence. With Subject Matter Expertise a worthy aspiration, this prior issue described in depth by stating:
“As talented researchers methodically create evidence-based insights, much of which is publicly available, hearing care professionals who aspire to be whole-person care leaders must exhibit subject matter expertise as educational curators who nurture and mint comorbidity-related social currency. With wellness referrals, remarkable patients are practice advocates who share hearing-related “Snapple facts” with those in their circle of life.
“Driven by a remarkable multiplier effect, we will systematically spread the word faster about why Better Hearing is Better Healthcare.
To optimize subject matter expertise impact, 3 Ts are indispensable:

1) Training. Many practices requested In-Practice Protocols outlining how Healthy Habits, Amplify Our Influence by providing the awareness and educational information patients need, as well as the personal touch they deserve. We listened and as you will see, each handy reference features:
  • 1 Core Focus
  • 3 Key Questions
  • Professional Aspiration
  • Daily Goal
  • Monthly Representation
2) Targeting. With 12 comorbidity subjects annually featured in our Educate Well Monthly planning calendar, practical discovery of patient relevant topics confirms informative conversations are personally aligned. While all practices have intake or medical history forms, many employ this health history guide which carefully syncs with wellness referral topics.
3) Tracking. While Key Performance Indicator (KPI) selection varies, wellness referral program metrics should be methodically evaluated. For each criterion, with accurate baselines as starting points, we seek to measure monthly, quarterly and annual velocity of:
  • # of potential referral names
  • # of referral appointments
  • # of new patients helped in some manner
  • Incremental revenue

We also analytically compare comorbidity subjects to one another. For example, do metrics show your team is more comfortable talking about the risk of falls or dementia than ototoxicity or heart disease? Remarkably, the fascinating nuances of how hearing loss relates to each comorbidity are complex, thus the frontline's imperative to consistently share reputable knowledge. While medical conditions such as diabetes may increase hearing loss risk, it is hearing loss that may increase the risk of falls or combined with vision loss, reduce ability to effectively manage activities of daily living. With each medical relationship and interrelationship distinguished, your expert team should thrive by explaining them best.

Whatever your training protocols are and tracking preferences may be, count on us to be hands-on helpful.

Having talked about TEAM efforts and the 3 Ts, next week’s issue will feature a “Just 3 Words” conceptual roadmap, tracking format examples and novel ideas for results-driven motivational contests. With behavioral coaching, healthy competition will persistently reward your patients, practice and community.
Bruce Essman
High Definition Impressions (HDI)

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