Volume 60
May 19, 2021
Snapshots, For the Better
  • Lessons of History
  • Representative Statistics
  • Internal Locus of Control
  • Outside In Concept
  • Strategic Quartet
  • Whole Person Care
“Those who do not learn history are doomed to repeat it.”
— George Santayana
Studying historical facts can enlighten us to intelligently plan ahead and with 2021 industry trends rebounding from 2020, representative statistics on constructive challenges can motivate us.

Cases in point: 18%33%46%

It is estimated that:

  • 18% was decrease in hearing aid sales due to COVID-19 pandemic. 
  • 33% of people in the U.S. between the ages of 65 and 74 have hearing loss, and nearly half of those older than 75 have difficulty hearing. 
  • 46% of those who reported trouble hearing had seen a healthcare provider for their hearing in the past 5 years

While not exact, reputable estimates indicate those most in need do not benefit from timely hearing care expertise. If substantively true, we should take internal locus of control action steps which make trends our friends.
Said differently, a majority of those with hearing challenges have likely NOT seen a healthcare provider for necessary evaluation in many years. For a moment, try to pinpoint another sensory malady with more than half experiencing it NOT seeking treatment from qualified specialists. Are most people with measurable vision loss driving with uncorrected sight?
Ponder the remarkable lament, “why do most patients take care of their vision, while a minority proactively take care of their hearing.?” As history often teaches, trying to change chronic behaviors with typical methods that lack successful precedent should not be expected to deliver demonstrable results.
Realizing their primary objective is nurturing lifetime relationships with current patients, as competitive advantage complements, best practices discover effective ways to accelerate practice growth from the Outside In.

After years of co-creation with industry leaders, we prescribe a strategic quartet which, with well-planned programs, will perpetually Outsmart, Not Outspend competition. To benefit your talented team, valuable referral sources, and those with auditory challenges, patient-centric progress is systematically achieved.
Our 4 Strategic Cornerstones and their primary goals are:
1) Physician Referrals

  • Increase referrals from current sources
  • Find new referral sources
  • Promote research-based comorbidity education
2) Senior Living Communities

  • Nurture referrals from current patient residents
  • Build relationships with wellness decision makers
  • Establish new presence in upscale locations
3) Home Health Care Agencies

  • Identify reputable collaborators and establish win/win relationships
  • Educate frontline caregivers to identify the hearing-challenged 
  • Emphasize imperative to delay onset and reduce severity of dementia
4) B2B Corporate Wellness Programs

  • Identify ideal companies for whom healthy hearing is good for business
  • Provide custom materials that showcase hearing wellness initiatives
  • Foster quality of life benefits for teammates and their families
As a thoughtfully developed Quartet, these strategic programs are designed to thrive in unison. In each opportune segment, network effects will trigger progressive momentum. As determined leaders prove, first mover advantages are worthy pursuits.
To start, and with physician referrals paramount, many prior Practice Growth Insights issues examine this topic, including The Art & Science of HealthScapes® which highlight Whole Person Care as a central tenet.
“Whole Person Care is vital. By ways of analogy, on a baseball team, skilled athletes play select positions to the best of their ability... or homes are built by experienced carpenters, plumbers, roofers, electricians, and other craftspeople. In each example, optimal results are achieved via professionals applying their unique expertise. Similarly, in a healthcare system dependent on numerous medical specialists, talented teamwork must apply. Cardiologists expertly take care of heart disease, endocrinologists of diabetes, oncologists of cancer, ophthalmologists of vision, psychiatrists of mental health and hearing care providers of communication wellness.”
As hearing care experts treating one of the body’s five senses, you should consistently grow healthy coalitions with other local medical providers. With strategic cornerstones in place and comorbidity education a proven method, our next issue will outline systematic pathways to Amplify Your Influence.

On purpose, take advantage of HDI+.

Bruce Essman
High Definition Impressions (HDI)

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