A doctor texted me the other day and asked if I had time for a call.  He said he only had one question for me and that it wouldn’t take more than fifteen minutes.  We set up a time to speak at lunch that day.  I admit that I was intrigued what one question could be so urgent.
 
He began by saying, “This will only take a second.”  We spoke for two hours.
 
What was his one question?   It is a pretty common one.  In fact, I think it’s the one question that makes or breaks every practice in this day and age.
 
He asked, “How do I find decent employees?” 
 
The question was more involved than that, of course.  He explained how he was exhausted from hiring, firing, and dealing with employees not coming in, quitting without notice, and generally being entitled beyond their worth.  He had looked on Indeed, LinkedIn, Craigslist, and every other place.  He was just convinced that there were no good employees anymore.
 
Honestly, I understand.  In the last twenty years, I have hired/fired/trained hundreds of employees.  It’s exhausting.  But no matter how poor the field, giving up is just not an option.  You HAVE to field a staff. 
 
Indeed, LinkedIn, Craigslist, etc. are all great places to find employees, and in this day and age, paying some money on the front end to find great potential is worth it.  But that doesn’t change the factors with which the doctor was struggling.  This was my advice.
 
Great employees are not found.  Great employees are made.
 
Don’t groan.  Clichés are truths that people are tired of hearing.  Whether or not you resonate with the above truth, I hope you agree with the fact that your absolute best chance of fielding a quality staff is by training them. 
 
My doctor and I talked about what his procedures were.  He had an employee manual, but he hadn’t updated it in years and rarely referenced it.  His evaluations were spotty and typically only given when giving a raise.  He never scheduled training times, and his management was more reactive than proactive.
 
Perhaps your situation is not as dire as this doctor’s, but it is fair to ask yourself, “Are you making good employees or hoping to just find them?”  If you are doing the first, great job.  If you are doing the second, now is the time to make changes.
 
ProSight Success has several tools to help. 
 
Our book Resourcing Human Resources is available on Amazon.  For just a few dollars more though, you could purchase the entire ProSight Success System if you want.
 
However, our most effective tool is our Front Desk Academy where we design a training program with you and even help to implement it. 
 
We wish you the best with your staffing, and we would be glad to help in any way.
 
Gordon Duncan
 
Just reply to this email and ask for a free 30 min phone consult phone if you would like to talk more. 
​

Is your office safe? 
 
Our hearts are broken in light of the loss of 17 lives in Parkland, Florida this past week.  And now, large scale debate is breaking out across the country on issues ranging from gun control to mental health to school entrance safety. 
 
In light of the many shootings that our country has experienced recently, everyone is discussing safety and prevention.  That means that when folks walk into a church, a concert, and yes, your office, they are asking themselves if they are safe.
 
In light of that, ask yourself, “Is my office safe?”  Here are a few questions to think through to guide you.
 
Does your front desk know what to do if an active shooter walks through the door?
Do all of your employees know what to do if someone, already in your office, begins shooting?
Are your exits clearly marked for staff and patients?
Are there safe places in your office, and do all of your staff know where they are?
Do you provide information to your patients (fliers, pamphlets, etc) that make them aware of your active shooter plan?
 
Answering these questions will help you determine whether your office is as safe as it can be.  Some of the answers may very well give you some pretty large to-dos.  No matter where you are in the spectrum of office safety, now is the time to evaluate or create your active shooter plan.  Your staff and patients will thank you.
 
If you need help developing a safety/active shooter plan, contact [email protected].  We have experience working with offices creating plans, and we would love to help you.
 
Gordon Duncan
ProSight Success
 
ProSight offers a host of services to support and encourage you.  We have:
 
Phone Consulting Services
Comprehensive Products for Your Office
Front Desk Training
Planning Your Year Services
Time Management Tools
 
 
 

This 14,000 patient practice was out of money.  The books were full for two weeks out, but there was no money in the bank.  The doctor and I sat in the accountant’s office hearing the bad news.  Something had to change and change quickly.
 
So, the doctor and I put a plan in place.  We looked at seven areas in which we could make an immediate difference.
 
First, we established some internal systems and diagnostics, looking for the essential numbers that affect profitability, and we also found places where we could motivate the staff.
 
Second, we looked for areas of his office that were overcomplicated.  We simplified several front desk and patient workup practices.
 
Third, we talked about his leadership practices.  He was honest about areas where he could lead with greater humility and a clearer vision.
 
Fourth, we examined the doctors own time.  He found that he wasted a good bit of it, both at the office and at home.  We initiated time for him to focus, multi-task, and rest.
 
Fifth, we completely overhauled his hiring and evaluation processes.  This provided an instant change in his office, both with his new employees and existing ones.
 
Sixth, working with his accountant, we found several tax areas that he had overlooked.  Equipment purchases and the like were taken advantage of in preparation for filing seasons.
 
Seventh and finally, we doubled up his efforts with insurance filing.  His insurance person was given boundaries and expectations with the opportunity to make bonuses based on improvement.
 
What was the result?  He immediately began making money again.  Six months later, he was building a cushion.  Today, a few years later?  He has expanded and has multiple practices in different cities. 
 
This doesn’t happen for every doctor, but then again, not every eye care professional is bold enough to examine everything and change whatever is necessary.  It can happen for you. 
 
If you would like to implement the ProSight Success System, there are three ways that you can do it.
 
One, the “7 Essentials of Profitable Eye Care” is a summary of these seven steps.  You can find it in paperback on Amazon.
 
Two, the “Prosight Success System” is the full-scale system that walks you and your practice through each of the seven steps with exercises and questions for you to answer.  You can find the system in paperback and also in a workbook (the workbook gives you a free digital copy as well).
 
And finally, if you would like to work with me in a hands-on fashion, just email me at [email protected] or call me at 919-412-8161. 
 
I hope to hear great success stories in the near future.
 
Gordon Duncan
www.prosightsuccessblog.com
 

​The eye care industry needs more quality publications.  Our selections are pretty sparse, and what we lack most are publications from our doctors.  I’m thankful to be a voice in the industry, but nothing speaks as powerfully as one doctor educating another.
 
I published my first eye care specific book in 2012 entitled, “Practice Progress – How to Maximize Eye Care Revenue”.  It has charted in Amazon’s Eye Care charts every year since then and was in the top 10 every month for the first 3 years.  Since then, I’ve charted 7 additional books in the top 10.  I hope those stats are true because they are quality books, but I also know that the competition is thin. 
 
Don’t you have some thoughts that you would like to share with the eye care industry?
Aren’t you tired of reading the same articles over and over again in eye care publications?
Wouldn’t you like to be the voice that incites change in the industry?
 
It is easier than you think.
 
Did you know that Amazon only requires 25 pages for a paperback? Once that is formatted to 5x7, you really only need 20 Word pages to publish your first book.
 
You might already have 20 pages of thoughts ready to go. 9-10 blog articles would equal that for most writers. The point is, you don't have to write War & Peace to be a published Amazon author. Also, with a couple of clicks, Amazon converts your book automatically to Kindle.
 
If you've got the pages, what you need next is a template to get that book Amazon ready. Towards that end, get your copy of the BestSteller Template and you'll be published in no time. Order today, and you'll get a free copy of "5 Steps to Publishing Your Books" for free plus tips on marketing and cover design.
 
I look forward to helping any and all of you publish your works.  The industry needs your voice.
 
Gordon Duncan/ProSight Success

BestSeller Template
 
ProSight’s Amazon Selections

ProSight offers a host of services to support and encourage you.  We have:
 
Phone Consulting Services
Comprehensive Products for Your Office
Front Desk Training
 

Consider these Valentine’s Day statistics:
 
Average annual Valentine’s Day spending:  $13,290,000,000

Number of Valentine’s Day cards exchanged annually:  180 Million

Average number of roses produced for Valentine’s Day:  198,000,000
​
Percent of Valentine’s Day cards bought by women:  85 %

Percent of all flowers purchased by men:  73 %

Percent of women who send themselves flowers on Valentine’s Day:  14 %

Amount the average consumer spends on Valentine’s Day:  $116.21

Percent of consumers who celebrate Valentine’s Day:  61.8 %
​
And here is the big one.  Percent of women who would end their relationship if they didn’t get a Valentine’s day gift:  53 %[1]
 
Whether you have a significant other or not, Valentines is big business.  So, what does it have to do with the eye care industry?  Simply, Valentine’s Day is a huge opportunity for the eye care industry.  It is an opportunity for increased revenue and an opportunity to offer a sense of fun in your office. Here are a couple of ways in which to take advantage of the holiday:
 
First, look at that stat about the number of women who give themselves a gift:  14%.  Treating yourself is a perfectly acceptable thing do for Valentines.  Advertising campaigns that promote getting yourself something are big deals.  Decorate your office with thoughts like, “Don’t wait for someone to buy you sunglasses.  Treat yourself”.  No matter how you word it, promote the idea of people buying themselves things for Valentines.  Some might just take you up on the offer.
 
Second, sunglasses make great gifts.  Leading up to Valentine’s Day, have your staff ask each patient, “Have you done your Valentines shopping yet?”  If the answer is no, then recommend your sale on sunglasses.  If the answer is that they don’t have anyone to buy glasses for, then encourage them to treat themselves.
 
Third, decorate your office.  Honestly, if you decorate, you will sell more.  One article said this:  The studies have shown that stores and businesses decorated for the holiday create a positive feeling in customers. They feel more at home. They are happier and more likely to buy gifts for those they are shopping for and for themselves.[2]  Quite simply, if you decorate your office, you’ll sell more. 
 
No matter what you do for Valentine’s Day, just don’t do nothing.  The opportunities for increased sales and customer service are too great.  You might just fall in love with your practice all over again. 
 
Gordon Duncan/ProSight Success

ProSight offers a host of services to support and encourage you.  We have:
 
Phone Consulting Services
Comprehensive Products for Your Office
Front Desk Training
Planning Your Year Services
Time Management Tools
 
[1] https://www.statisticbrain.com/valentines-day-statistics/

[2] https://www.ambius.com/blog/the-benefits-of-holiday-decorations-for-your-business/