Advanced Medical Practice Business and Marketing Ezine   -- Jun. 2015

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Are you losing your private medical practice because you can’t earn enough to keep it open?
If so, it’s because you have never had a formal business education!  “They” taught you how
to practice medicine, but not how to run a
business profitably.

We are talking about OFFENSIVE actions... not Defensive actions that are
the only ones you know how to use today.

 You obtain these simple business lessons and advice on this site! 

Article #66 - Jun. 2015

"Why Would You Tolerate Your Mindset That Destroys Your Medical Practice Profits?"

 Being willfully blind to reality is like walking around in the
bone-yard of unresourceful thinking and being blinded by groupthink which continues to pull physicians into bondage
almost too easily like the rooster who thinks the sun comes
up because he crowed.

The agony and frustration you feel about the situation you
find yourself in today financially certainly is not what you intended at the start of your practice. Then you ask yourself, how could all this happen to me? You-ere likely a very smart, conscientious, and knowledgeable physician, but it still happened almost unnoticed.

It might be just the right time to take a diligent look at what factors have actually led to where you are now. Sure, you
may be satisfied living a lower middle class existence, but
does your family agree? Maybe they just reluctantly go along with circumstances that control their lives and learn to live
with them.

In order to get a clean grasp about what you’ve accomplished compared to what you could have accomplished in your
medical career may ripple your pond. Before we get into the reasons, the blame, the should-have-done, and the things
you missed along the way, I’d like to tell you a story that my brother told me.

It paints a real Harvard-business-class picture about business. You are in a business right? You are working on a business or
in a business depending on whether you are an employee or not… do you think?

Within any larger business, especially in an industry like manufacturing, one finds a man named Sam. Sam has been working on the manufacturer’s assembly line for 18 years, doing an exemplary job, works a full shift conscientiously,
and is happy and satisfied with his job.

One day the manager pulls Sam out of the line and makes
him a supervisor because he understands the job well and knows what each worker should be, doing. When he discovers
a worker in his crew that is not performing well enough. So, instead of chewing him out, Sam takes over the worker’s job and shows him exactly what he should be doing.

Sam fails at being a supervisor.

One the other hand the manager decides to give the supervisory job to the another employee that is lazy, spends lots of time around the water cooler, always distracted by talking with those around him.

He is adept at talking about most subjects and really enjoys
the interaction with others at work. This guy seems like the worst choice for the supervisor job but excels at his new
supervisor job.

The difference here between the two individuals is the
mindset of the persons involved. Sam had spent many years
in his job on the line. Sam has spent years developing a mindset of doing that job well, better than anyone else could
do it. His whole life focus was there and he was happy
in the job.

When he was moved to a higher position as supervisor he
failed because he could not overcome his mindset. The
mindset that no one could do the job as well as he did it for years… so he could never tolerate anyone on the job that
didn’t meet his quality of work.

His deep interest and passion was focused entirely on his line job that he did so well. As a supervisor he couldn’t change
that feeling.

The lazy guy was able to interact well with others because
his mindset was on good communications and interactions
with other employees. He didn’t need to know what each worker in the crew needed to do, which left him the means
to easily deal with any employee on the line openly and not have to do his job for him.

It’s a requirement for being a good supervisor, which Sam
was not able to adjust to.

The same concept applies to physicians in private practice. Physicians who have spent their younger years thinking
about becoming a doctor and feeling the need to be healing patient’s diseases and trauma. Once they recognize in
college that the premed curriculum is something that fits
their passion and they can get into medical school, their mindset is strengthened even more.

In medical school essentially everything they hear, do, and
see is focused on becoming a physician and practicing
medicine as an expert. The mindset is brought into bondage with that one single focus. So like Sam in the story above, doctors develop a rigid mindset that is laser focused on practicing medicine and nothing else.

They achieve what, for them, is a very high quality of life.

Just because medical doctors are so much more interested
in a medical career than most people are interested in their work. The strength of that mindset incites a complete
disregard for the business of medical practice. Of course
there are some other factors that seed and feed this process.
 

The consequences that often result from a disregard for learning how to run a medical practice business, is that physicians…    

1. In our present professional world physicians predictably
will not be able to earn enough income to maintain a medical practice or meet their family’s financial obligations. this
sends a loud message to large numbers of doctors. As fee restrictions increase, it gets even worse. The proof is documented by the huge numbers of doctors who have sold their practices to hospitals, quit medicine, or
changed professions.

2. The present generation of newer doctors have no problem with these seemingly ordinary things because they truly have no expectations for their careers. So they grab a 9 to 5 job in medicine, work part time, find employment tolerable, and are quite happy taking home an income of $80,000 a year.

The astounding decrease of accountability, responsibility, dedication, passion, and obligations among the younger
doctors has divided the medical profession. Older doctors are wondering why these young docs think this way? The spin-off from this has created a legion of doctors now labeled as healthcare providers, accepting that they are equal in status
to mid-level medical providers, at least in the
public perception.

3. Older physicians are stuck in the financial quicksand not knowing that all of these money problems would have been quickly recognized and resolved if they had had a formal business education.

As it stands, physicians in private practice today don’t know how to resolve their financial difficulties. They are left feeling hopeless in the quagmire of increasing government
restrictions, and are being forced into the employee-world which has even more restrictions.

4. Physicians that have some remaining intellect and experience will recognize they have a way out of this
financial-business straightjacket.

Most physicians unfortunately believe that the answer of last resort is to leave medical practice temporarily, without an income, to get an MBA degree. What they haven’t been told
is that an MBA is essentially useless to physicians, because
the business education is too general to be of much value
to physicians.

Having to pay $40,000 a year to a practice
business-consultant to run their medical practice business is unaffordable. Facing retirement is the lake of fire for
physicians who are suffering from professional poverty… thus they inevitably continue to practice medicine forever.
 

What you can do for yourself today to ease the medical practice financial pain?

Any physician that chooses to continue to maintain their
private practice and who also has the desire to learn how to survive financially, can easily do so by reading my articles
and information on my medical website and reading the
specific books on business and marketing that I recommend. 

The knowledge you need is easy to learn and remember. But
it requires some extra work and time…  maybe one hour/day.

You do not need an MBA… got it?

You can hire me to help you get to the level you want to
reach. It’s something I love to do. That’s why I teach this critical information  when no one else is doing it. I’m an
expert in both medicine and business… a fact.

Help me persuade medical schools to provide a business education for all medical students while they are in medical school. It’s not difficult to do if medical education academics
can learn to see the value of doing it.
 

Whose fault is it that you might have to cut your medical career short?

It has to be somebody’s fault… right? It doesn’t happen out
of the blue or as the result of demonic possession, although some may think that. There are two clearly identifiable contributors to the consequences resulting from the
deficiency of a business education.

1. Medical school academics
  
2. Physicians themselves

The medical school education hierarchy is so busy over-teaching medical students about medical knowledge that they rarely will find use for later and that can’t find time in that curriculum to sneak in a business education at the same
time. Truthfully, it’s worse than that.

Medical schools outright refuse to have anything to do with providing a business education for all medical students. For
a century, they have for some reason disregarded the other half of medical practice… the business of medical practice.

Maybe they are just dumb because none of them have ever
had a business education themselves and so are unable to mentally enter into the reality of business benefits.

Could it also be a bit of executive arrogance? Even a fool
can come to the realization that running a business profitably requires a sound knowledge of business.

So sending a physician out into the world to start a business
(a requirement for private practice) and then run a business with absolutely no business knowledge equates to predictable failure, first financially, then medical practice follows.

Now think about this… if the medical school education
scholars are smart enough to recognize they are
intentionally creating the financial demise of hundreds,
maybe thousands of medical practices, wouldn’t you believe that they would do something about that. Shall we talk
about their professional integrity here??

Oh yes, I have one other critical issue that needs exposure.
Ask any new physician coming out of medical school if
anyone at any time over the four years there ever
mentioned the need for a business education. I ask that all
the time and I have never had one doctor say that they had been told about the necessity of having business knowledge.

As of this writing, the Supreme Court of the United States is involved with making a ruling on an element of the
Affordable Care Act that may result in a reversal of the destructive medical profession effects of ObamaCare in this country.

If not, then all doctors will become employees and medical
care quality will drop… not a good thought at all.

The second issue that seems to be contributing to the demise
of the private practice of medicine is what physicians do and think about obtaining a business education once they begin
to see their income decreasing to a dangerous level. At that time it’s too late to reverse the financial situation.

Just the fact that no one took the time in medical school to point out the tremendous effect that a business education
has on private practice and medical careers, is no excuse for their own disregard for a business education.

Are medical students and young doctors totally blind to the
fact that medical practice is a real live functioning
business-part of private practice? How could any doctor not notice that?

Rarely does one find a physician that takes the time to get a business education. Usually it happens before they decide
on a career in medicine. Doctors don’t get MBAs because
most can’t afford it. Most simply don’t feel any obligation to learn business principles.

My take on this is that physicians are resistant to business learning because they have never been told it’s important
and necessary. They haven’t been indoctrinated along the
way about the great advantages of having a business mind.

If they are not taught that, they will never focus on it, or develop a mindset in favor of a business education.

Key point: The mindset with a single focus on medical care and being a physician is so powerful that the idea of business knowledge is crowded out of importance and attention… an unpardonable enigma.

The mindset for medical practice exists with no competition from a focus on business. Clearly, one can also develop a
strong mindset for business as well. Why doesn’t
that happen?

Business knowledge runs in parallel attention to medical knowledge,  once it’s created. Unless students on their path
to medical school are mentally prepared for and understand
the reasoning behind a business education being necessary
for reaching their optimal income and professional skills as a physician, they will reject any effort to teach them about business principles.

Every physician, if asked, would likely agree that a business education would help them, even if they know nothing about business to begin with. There are businesses everywhere as
far as the eye can see that survive only by applying business principles to their business. It certainly can’t hurt a medical practice or the physician running it.

Along with such a belief there should be a degree of responsibility and obligation somewhere in their minds to
obtain a business education. There is, however, a certain
level of education needed about business benefits before physicians will ever accept that a business education is important to them and their career.

When you think about it, it’s incredible that a person can go through high school, college, and medical school and not understand that the source of all money comes from a
business of one type or another. Further, they are not able
to make the realistic connection between private medical practice and the practice business that makes it profitable.

The economic parameters of successful medical practice are
no longer the same as they were a hundred years ago, nor
are the patients the same.
 

Understanding business and behavior patterns exposes the truth

The marketing and business guru, Dan S. Kennedy, teaches, extreme success with any business and the extreme financial rewards from that business is the product of extreme
interest in it. Even to the exclusion of interest in many other things. That extreme interest can be organic or deliberately developed, but it’s required.

The lesson is quite clear to most business millionaires that created their own fortunes. They come to recognize that protecting and growing wealth requires an extreme interest
in money, in wealth, and investing.

The implication is that physicians can and should do the same, if they intend to have a suitable and enjoyable lifestyle while they practice medicine. You need a complete change in
mindset about profits, income, money and finances. Such a mindset does not detract from the practice of medicine.

A few months ago I was contacted by a physician in Louisiana. He had read a couple of my business and marketing articles
on my website and was eager to get my opinion about retirement from practice a few years away.

I like to “Google” the names of potential clients to get background info on them before I talk to them. There were
over 20 pages of Google filled with references to his name.

Our conversation was interesting to say the least. He is a
self-made multimillionaire with three half-million dollar cars
in his long garage, about 50 yards from his helicopter. The
town in Louisiana that he settled in to practice OBG was
small and grew up around him.

When I asked him what his income secret was, he said that from the start he though of medical practice only as a
business and over the years maintained it like a business.
His practice was huge to say the least, had a nurse
practitioner or two, and was solo in his private practice. He never once admitted that he had any business education
at all.  

The second physician that contacted me also was a self-made millionaire that practiced neurosurgery in Texas near
Midland. He belonged to a loose group of about five neurosurgeons locally. This medical doctor had recently
become interested in marketing his private practice and had already gone to business conferences.

His call group agreed that he should become the marketer for the group once he convinced them of his old age passion to
do that. The call to me was to get my opinion about how fast
he could gain expertise in business at his age (I guessed
about 70).

The rest of the group had no interest in business or
marketing knowledge. I offered him some advice, gave him some education ideas and it launched him into the marketing world of medical practice.

I haven’t heard from either of them for a few months but I
feel that I am a friend to them and they will contact me
later on.

Peddlers of the “escape or balance” beliefs along with the “wealth is evil” crowd desperately need to make you feel
badly about yourself for focusing on practice income and
doing everything to raise it higher.

You know... the ones who are very quick to throw the
criticism at you for making good money, and say “So you
went into medical practice just to make money?” Such a provocative means of intimidation reflects their own lack of business know-how.

They desperately need you to be ashamed of yourself, so
they can take money from you somehow. Robert Ringer
writes books about this attitude. And don’t try to sell me on
the idea that people mired in moderation and striving for balanced lives are any happier or have better relationships
and home lives or health than those obsessed by an
extreme interest in being wealthy.

Facts don’t substantiate that.

The number one cause of divorce, for example, is by a large margin, financial stress. The top causes of clinical depression are… disinterest in life, lack of accomplishment, and sense of inadequacy whether objectively warranted or not.

When we suppress or seek escape from that natural
imperative, all kinds of greater evils than “imbalanced” keen interest, step into the vacuum. For example, alcohol and
drug abuse fills the gap.

The substitution of entertainment for productive accomplishment is moving right along at fever pitch. Our culture is turning into pasture animals, needing to be fed, housed, and watered by others.

It brings to mind what will happen to the younger generation
of doctors who abide by the short hours, pensions held by employers, that don’t care much about salary levels, no
passion for hard work, and desire more time off for
life’s pleasantries.

Physicians are happier practicing medicine than they ever
are retiring. Physicians who earn a lot more money using business principles are a lot happier than doctors who don’t know about business and have an income that barely keeps them in practice.

Medical practice provides the gratification, feedback, and accomplishments that enable satisfaction with their careers.
But when the income drops and they have no way to compensate for it, life and careers are miserable. That’s
exactly what we see across the profession today.

  handwritten signature of Dr. Graham 

 

newspaper clip about man dead at his office desk for 5 days before anyone knew he was dead 

Business Nudges...

Some things in this 'world exist or happen and yet are hard to believe. One of those mysterious events was reported in the newspaper.

It's almost a unanimous belief among physicians that business knowledge neither magnifies the income and success of physicians in private medical practice nor is important enough to their ultimate income and satisfaction to be worthy of any legitimate concern.

Might this newspaper clip resemble physicians who work in their medical practice business daily and see no business. And, even worse, ignore the "business" entirely throughout their careers?

 

 Article 66-A  June 2015

photo of Dan Kennedy

 

By: Dan Kennedy on: April 7th, 2015

 "Ten Marketing Rules To
Live (or Die) By."
Part 1

 The No B.S. Rules... as published in Dan Kennedy's files are foundational (a radical idea, itself!).
Please copy these and post them somewhere you'll see them often until you get them memorized. Do so will keep you on track, save you a lot of money, and dramatically improve
your marketing.

From now on, EVERY ad you run, every flyer you distribute, every postcard or letter you mail, every website or landing page you put up, every/anything you do MUST adhere to
these rules.

To be fair, they are very simplistic and dogmatic, and there
are reasons to violate them in certain situations. But for now, sticking to them as a rigid diet will work. You can experiment later, after you-eve first cleansed your business toxins.

A key distinguishing characteristic of direct marketing and direct response advertising from ALL other marketing and advertising is the presentation of a very specific offer or
offers. Ideally, yours is a Godfather's Offer; an offer that the appropriate prospect can't refuse. (More on this to come)

If you begin paying attention to advertising you'll see that most of it merely shows up and talks about a product,
company or service, but does not directly offer something specific to be had by immediately and directly responding.

A lot of ads and commercials, business cards, flyers and brochures now include websites, Facebook sites you can go
and "like", but present no Godfather Offer as a compelling reason to go there. All this is undisciplined.

It is sending money out to playa backyard game with no
rules; worse, no scorekeeping, no clear means of judging victory or defeat. A chaotic mess.

Only direct marketing imposes discipline by always making
an offer or offers... so customers are drawn into the proposition.

Hesitation and procrastination are among the most common
of all human behaviors. You've no doubt, more-than-once, turned down pages in a catalog of something you intended to buy, only to never buy it. Tried on a shirt, or pants that
would be perfect... only to leave the store without them.

You've seen a commercial or heard a radio ad and maybe
even jotted down a website or wrote down an 800# only to never visit or call.

We must be sharply, painfully aware of all the potential response lost to such hesitation. The hidden cost and failure
in ALL advertising and marketing is the almost-persuaded. They were tempted to respond. They nearly responded. They got right to the edge of response, but then set it aside to
take care of later or to mull it over.

When your ideal prospect gets to that edge, we must reach across and pull them past it. There must be good reason for them NOT to stop short or delay or ponder. There must
be urgency!

Most people do a reasonably good job of following directions. For the most part, they stop on red and go on green, stand
in the lines they're told to stand in, fill out the forms they're given to fill out, applaud when the Applause sign comes on. Most people are well-conditioned from infancy, in every environment, to do as they are told.

Most marketers failures and disappointments result from confusing directions or no directions at all. Confused or uncertain consumers do nothing. And people rarely buy anything of consequence without being asked.

In-store signage, restaurant menus, icons on websites... everywhere you closely examine physical! selling
environments and media... you will find plenty of
assumptions about knowledge people have (and may NOT have) and plenty of opportunity for confusion.

When you put together any marketing tool, ad, flier, sales letter, website, phone script, etc. or any physical selling environment, it should be carefully examined for
presumption of knowledge on the consumers part, for lack
of clarity about what is expected of them, or for wimpiness about asking clearly and directly for the desired action.

Stop sending out anything without clear instructions. 

LIMITED TIME: If you want to get a FREE copy of Dan Kennedy's No B.S. Direct Marketing book simply click here now. For a a very fair $4.95 to help with shipping you'll not only get the book but you'll get his CD The #1 Secret of
Small Business Success.

We've had 400 copies of Dane's Book and CD shipped to our distribution center to give away for free. While that may
seem like a lot, tens of thousands of people read this blog
each week so these free copies won't last.

Then fill out your information on the following pages in order to have your copy of the book and CD mailed directly to you.
 

Dr. Graham's advice:

Every physician, dentist, healthcare provider, should begin today to read and learn from the top business and marketing experts in our nation. A large number of books, newsletters, and webinars today are free to anyone that cares to improve their business knowledge and income.

You should subscribe to Dan Kennedy's blog and his
marketing newsletter and receive the email learning and education splashed on the Internet almost daily.

His books are all on Amazon.com and run from $10 to $20.

Please read my new book,
THE WOUNDED PHYSICIAN PROJECT-
- (also on Amazon.com) and you will find a long listing of all the
expert's books that I recommend you read.

Remember, no one else in the USA is providing you with
these available resources. I hope you take advantage of
such opportunities.

 

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In Every Issue:


My desire is to always offer you the business and marketing strategies that you will need if you ever wish to reach your maximum potential in the practice of medicine whether you are employed or in private practice.
 

Profitable Practice Tips

 

Borderless Humor


"We could certainly slow the aging process down if it had to work its way through Congress."

---Will Rogers
 

 

 

Inspiration Time


"What lies behind us and what lies before us are tiny matters compared to what lies within us."

---Ralph Waldo Emerson

 

Views I Only Share With My Friends--


What my medical career taught me.......

Click Here... and how it can help you manage your medical practice business at the highest level of expertise.
 

 Facts And Stats


1. 60% of baby-boomers go online to supplement their doctor's advice.

2. Cost of raising a child in a middle-income American family born in 2013 is an average of $245,340 up to age 18. (WSJ 8-19-2014)

3. Life expectancy at birth--2014 AARP Bulletin reports--range of VT 80.5 years to Washington DC 76.5 years.
 

What Your Kids
Are Capable Of…….


Insist on and help your kids to become assets...

When you want to understand
what your modern day kids are capable of and have the ability to do, regarding starting a business of their own, then hit the link below and give yourself a dose
of inspirational enlightenment...

(CLICK HERE)

Teach your kids these things

--
business principles,
--
money-management,
--creative thinking,
--entrepreneurship,
--self-discipline,
--integrity,
--decision making,
--independence,
--kindness,
--respect,
--truthfulness,
--humility,
--goal setting,
--faith in God,
      
  and
the power of money

 

New Important
Notices


Protect your practice using the strategies in this
 eBook, which  contains the keys to your medical practice survival.

"How To Rapidly Propel Your Medical Practice Income To Unlimited Levels In 6 Months"
 
Click Here When you need expert help and advice, and when...

red arrow pointing to rightyou just don't know where to turn to get honest and reliable help with your battle to fight the external forces that compromise your practice revenue and growth.

red arrow pointing to right you want to improve your medical practice income dramatically in a short period
of time.

red arrow pointing to right you prefer to find the means to reach your highest level of practice income and productivity.

red arrow pointing to right you demand effective and reliable means for preventing the financial collapse of your
medical practice.

red arrow pointing to right you are determined to find ways to combat govt. fee restrictions that continue
to increase.

red arrow pointing to right you recognize that what you are missing in your medical business are implementation of business principles and
marketing strategies.

red arrow pointing to right you want to do it yourself and save a bunch of money.

red arrow pointing to right you are sick and tired of putting up with what you are being forced into doing with your practice to stay afloat.

red arrow pointing to right you are aware that no other physician author is making any effort to tell you what to do and how to do it effectively to reach your expectations you had for your medical career when
you started.

red arrow pointing to right you understand the severity of being in a business without ever being taught the business knowledge to run it profitably.

red arrow pointing to right you insist on having a blueprint for your medical practice business that provides every key to your practice success at the
highest level. 
 

References For Maximizing Your Practice Income

 SEE BUSINESS SUCCESS LIBRARY

My Other Medical Websites

www.healthcare
secretsrevealed-finally.com 

www.hushed-upweightloss
secrets.com

www.howtopropel
yourmedicalpracticeincome.com  

www.medicalstudenttips.com  

www.healthcare-toolbox.com

www.medicalpracticecoaching.com
(pending)

www.thewoundedphysician
project.com

 

image large bird, lying on back with feet up in the air

 

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  photo-Vietnam me with two corpsmen    photo Dr. Graham early in practice    photo Dr. Graham and wife Linda    photo Dr. Graham late in practice       photo of my medical practice associates group

Marine Flight Surgeon Vietnam 1964-65    

1973 Private Practice

 Wife Linda 1985

1994 My office

My prior Medical Practice Group...
Graham, Mayo, Kaplan, Seibert, DelValle, Chuba

masonic emblem American flagCurt Graham, M.D.
2404 Mason Ave.  Las Vegas, NV 89102
E-mail = cgmdrx(at)gmail.com
© 2004-2015  Curtis Graham, M.D., All Rights Reserved.