Articles

“We don’t use the word ‘sales’ in our practice…”

Recently a practice told me “We don’t like the S word - Sales. We don’t believe in selling, and we don’t use that word here.” Yeah, OK. They wanted to talk to me because their surgery …

(VIDEO) When No-Shows Go 👇, Revenue Goes 👆

Freshly blended episode of the Refractive Mavericks Podcast to start your month. This one falls under the umbrella of “ways you can stack surgery volume without throwing boatloads of cash at …

Simple Sales Tactic to Book More Consults: Use Names.

Quick note for you today on one simple change to help you book more consults: Use names. I’ve secret shopped several practice websites recently. The reason is to see how quickly someone …

Stop allowing your prospects to eat ice cream for dinner.

I have a lot of kids. I asked them the other night, "What should we eat for dinner?" One of them said, "Ice Cream!" Why? Why would she say something that bizarre? Because she's a little kid …

Want the big wins? Do the boring work.

My boys and I have been enjoying some of the March Madness basketball games the last couple of weeks. Sunday night, we watched 11th seed UCLA beat 2 seed Alabama to go to the Elite 8. Alabama …