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What you Should Learn From Jeff Bezos of Amazon, the Richest Man in the World

7/30/2017

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This past week, Forbes declared that Jeff Bezos of Amazon is now the richest man in the world at a net worth of $90 billion.  A rise in Amazon stock and a dip in Microsoft accounted for the difference, but there is no need to worry or feel bad for Bill Gates.  The now 2nd richest man in the world is still worth $89 billion (in real-time rankings, Gates inched back above Bezos, but what’s a billion dollars between friends?).
 
What accounts for Bezos’ billions and the success of Amazon?  Simplicity and availability.  Amazon is simple to use, and nearly every product you can think of is available there. 
 
You can write and publish your own book on Amazon and make money doing it (replacing traditional publishing).
 
You can sell your own items there (replacing eBay).
 
You can order your groceries from Amazon (replacing your grocery store).
 
You can set up a schedule for items to be delivered to you (replacing your calendar).
 
And they continue to find creative ways to get you to purchase from them.  You can buy a button to put on your clothes washer so that when you run out of detergent, all you have to do is push it and detergent shows up.  Even their new Alexa system is really just a creative way to voice your orders without have to log on to a computer.
 
Simplicity and availability.
 
What does Bezos’ billions and Amazon have to teach your company or practice? 
 
You must strive for simple communication with your patients/customers. 
You must make your processes simple. 
You must make you products and services easy to find and readily available. 
Whatever about your business can be automated, must be automated.
 
And above all, when your customers/patients leave, they have to have enjoyed the experience with no regret.  You may not be worth $90 billion dollars like Jeff Bezos.  But learning from his company’s inherent intuitiveness will enable you to grow and maximize your potential.  If you don’t learn from these things, you put yourself in danger of becoming just another company that was swallowed up by Amazon. 
 
No matter your industry (service, sales, or medical), Amazon is seeking to find a way to replace what you do and what you sell with an automated command to Alexa. 
 
You can find a wealth of these types of insight, tips, and questions in the ProSight Success System.  It is only $169 and will help you make much more money than that in no time at all.
 
Gordon Duncan is the CEO/Consultant of ProSight Success, serving the eye care industry. 
 

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Eye Care Is The Ideal Industry To Revitalize Struggling Economies

7/27/2017

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Eye care is the perfect engine to transform struggling economies.
 
For example, the struggles of the state of Michigan and her economy are widely known.  Sometimes, they are misrepresented, and sometimes, the nation has no idea how bad things have been.
 
But the eye care industry is one place where real change is taking place in Michigan.  The impact there is personal and enduring. 
 
For example, the eye care industry is making real change in the job market.  Your local eye doctor’s office provides a career that quite often does not require a college degree.  This enables employees to work in an incredible growth-oriented industry without having to spend the money at a local university.  Additionally, working for a local Optometrist/Ophthalmologist gives many employees access to quality health care insurance and 401K’s.  This is the kind of economy boosting career-field that reshapes Michigan.
 
Also, eye care is re-educating the economy.  Quality eye care products demonstrate that quality products can be purchased at an affordable price.  Quality at affordable price makes an impact.  Eye care doesn’t have to sell cheap products at a cheap price.  And when a patient buys a value-priced pair of glasses that will last, both the patient and the economy improve.  
 
Additionaly, eye care offers Optometrists and Ophthalmologist destinations where they can practice to the full extent of their license.  That keeps jobs in Michigan which is essential to rebuilding the economy of the state.
 
To continue this trend, eye care must build on these successes.  Quality employees must be hired and trained.  Quality eyewear must be offered and sold to patients.  And quality Doctors must be hired.
 
Kudos to everyone in Michigan, and our hat is tipped to all in the eye care profession.  ProSight Success is committed to your growth and improvement.  That is why we offer our management curriculum which focuses on profit growing, human resources, and even an education on personal tax deductions.  That is also why we offer an hour of free phone consulting to everyone who purchase sour ProSight Success System.
 
Contact us if we can be of any help.  You are all doing a great job.
 
Gordon Duncan is the President/CEO of ProSight Success. 

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How To Rescue A Bad Hire

7/25/2017

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How do you rescue a bad hire?
 
We’ve all been there.  Your new employee isn’t jelling with the team.  They seem to lack the hustle necessary to be a productive team member.  They’ve been late a time or two.  Or worse, you just don’t like them.
 
What do you do?  Well, here are 3 steps.
 
1:  Give them an early review.
 
Give the new employee a review within their first 14 days, 30 days at the latest.  If necessary, re-align the company’s ethos with the employee’s expectations and let them know where they can improve.  Let them know what a “good” employee looks like.
 
2:  Assign them a mentor.
 
Make sure that employee has a trusted mentor who can communicate your “way” of doing business.  Make sure that mentor is objective and inspiring.  Entrust the mentor to train the employee and get regular check-ups with both.  That way the “bad” employee has someone to go to at all times.
 
3:  Communicate what a “good” employee is.
 
The mistake I see so many employers make is that they are constantly reacting to their employees.  Instead, make it clear what a good employee is. Make a list if need be.  A good employee gets to work on time, places patients’/customers’ needs above their own, helps out in other stations during down times…whatever.  Leave no doubt in your questionable employee what success looks like.
 
Not every employee is a good hire and not every employee can be rescued.  But, there is no need to waste your time or constantly let employees go.  These 3 steps are time-tested and might make a difference in your office/business/practice.

ProSight Success offers two mentoring programs for training and for rescuing those bad hires.  Our first is our Front Desk Academy, a fully customizable program for front desk professionals that can be implemented in person or on various digital platforms.  Our second is our HealthCare Pro Academy which is geared towards Billing & Coding Professionals.  This program is also available in person and on various digital platforms.  

Gordon Duncan is the CEO of ProSight Success, a resource and consulting group working to make businesses and practices more enjoyable, profitable, and efficient. 
 
 


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How 2 OD's Are Revolutionizing the Eye Care Industry...And How You Can Join Them

7/20/2017

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I worked with 2 young Optometrists via Skype yesterday who are just killing it. 
 
They have their practice priorities defined, and they don’t veer to the left or the right of them.
They are streamlined, not wasting money.
They are engaging their community, giving value and service.
And within a small period of time, their young practice is profitable.
 
How are they doing it?  You just read how they are doing it.
 
They have their practice priories defined.  They know their approach to optical, staffing, and other practice processes.
 
They seek to only spend money when there is a promise of a net profit return.
 
They serve their community joyfully knowing that if the community is served, the community will be faithful to them.
 
And they are profitable.
 
Here is our advice:  Start a revolution in your practice that leads to a revolution in the eye care industry.  Define your practice’s priorities specifically, and never violate them.  Be wise in how you spend your money always looking for a net return.  Serve your community to overcome the impression that all the eye care industry cares about is selling glasses (serving leads to selling).
 
And know that ProSight Success is glad to help you in any of these areas.  The simplest step is to purchase our ProSight Success System which has helped Optometrists is 5 different countries and across the US.  We also offer in person and tele-consulting.  Our passion wants to fuel your passion.
 
Lead a revolution in your practice that leads to one in the industry.  We stand ready to serve you.
 
Gordon Duncan is the CEO/Consultant of ProSight Success, serving the eye care industry. 
 
 

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Rock Stars Wear Sunglasses and So Should Your Patients

7/18/2017

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I recently took my daughter to the Vans Warped Tour.  If you aren’t familiar, Warped Tour is an annual festival of alternative and rock bands geared toward teens and 20 year olds.
 
The highlight of the festival for me was being with my daughter.  The highlight for her was meeting many of the stars that she admires.  Members of New Year’s Day, Black Veil Brides, Our Last Night, and others just walked around the crowd and were more than happy to take photos. 
 
As I gathered these photos to post on social media, I noticed something that was not really a surprise:  rock stars always wear sunglasses – even when they are just walking around.  This is no surprise.  As Gene Simmons of Kiss once said, “You gotta act like a rock star, even when you aren’t onstage.”
 
Now, your patients may not be rock stars, but creating a culture in your office that sunglasses are fashion statements will increase your sales. 
 
Educating your patients that a good pair of sunglasses is all it takes to make an impression will increase sales. 
 
Creating the impression that you gotta be you even when you aren’t on stage, will increase sales.
 
How do you do this?  Make sure your staff have good sunglasses.  Make sure you do.  Plaster those photos all over social media.  Talk about sunglasses incessantly with your patients, and watch your sales increase.
 
You can find a wealth of these types of tips and questions in the ProSight Success System.  It is only $169 and will help you make much more money than that in no time at all.
 
Gordon Duncan is the CEO/Consultant of ProSight Success, serving the eye care industry. 
 
 
 
 

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Answer These Two Questions To Make An Immediate Change In Your Practice

7/17/2017

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Someone once told me that simple is beautiful but simple is never easy.  In light of that truth, ask yourself these two simply beautiful (but not easy) questions about you and your practice today.
 
Once you ask them, try to put just one thing in place to affect each area.  These things may not be easy at first to implement, but if you are brave enough to make the changes necessary, you will love walking into your practice each day.
 
Question One:  What can you do today to give yourself greater input, influence, and control in the areas of your practice where presently you have little or none?
 
Question Two:  What can you do today to enable your employees to have ownership so they will motivate themselves to work harder and better?
 
Asking the questions will take bravery.  Implementing them will take fearlessness.  Enjoying them will give you peace.
 
You can find a wealth of these types of tips and questions in the ProSight Success System.  It is only $169 and will help you make much more money than that in no time at all.
 
Gordon Duncan is the CEO/Consultant of ProSight Success, serving the eye care industry. 
 

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How To Save Thousands of Dollars In Your Optical

7/13/2017

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When you were filling out your application to Optometry school, did you ever think you would have to worry about the headache that is your optical?
 
Eyeballs you can master.
Your personal motivation is no problem.
But your frame boards and staffing are a mess.
 
And because of that, the one place that many practices allow money to just disappear is their optical. It should be the other way around. The one place that practices should make a ton of money is in their optical.
 
As I have visited offices, I’ve come to realize that many OD’s entrust their optical to other employees, and what happens is that an accepted ignorance sets into their thinking. It is almost like the doc thinks that he/she doesn’t have enough time to oversee the optical. Hopefully, you have an outstanding optician/frame seller, but no matter the talent or level of managerial skill, the optical has got to be looked after vigorously.
 
The problem that I see most docs face is knowing where to start. There isn’t one magic spot, so let’s just walk through areas in which your management can have a quick and profitable impact. Let’s do that by asking a series of questions.
 
Frame Boards – How many frames should we carry?
 
This truly is a difficult question, but if you don’t answer it, either your frame buyer or a frame seller will answer it for you. I know a few practices that carried massive amounts of debt because their frame buyer just got out of control. Remember: you are the final frame buyer. I don’t care how great your seller/optician is, give them a financial limit. Tell them they have the freedom to buy frames to a certain dollar amount or to a certain number, but any potential purchase that exceeds those amounts has to be approved by you.
 
I used to tell my optical folks this next truth all the time, but they always struggled to believe it. The frame seller is not your friend. What I mean is that they are not your personal friend. Oh, they might take you out to eat, and I’ve even known a few to show up at birthday parties and the like, but the end goal of that frame seller is to make the sale.
 
I’ve seen offices that gave frame sellers nearly 100% freedom to bring in frames, which is insane. If you give a salesperson unrestrained freedom, what you are going to get is an unrestrained frame bill. And don’t let the seller fool you with the old “I’m just going to swap out some frames” routine. If you don’t know what I’m talking about, let me explain.
 
Your optical person tells the frame seller that you won’t be buying any new frames from them this visit. They respond with, “Hey, no problem. Everyone is tightening up right now. I’ll help you and take some of these old frames that aren’t selling and just put some new one out to help boost your sales. We’ll just swap out the old ones for new ones.” Then guess what happens? You get a bill for $500.
 
I’m not impugning every seller. Some of them have amazing integrity, but their job is to make the sale. They make more money the more frames that they sell. Whenever a seller wants to “swap out” here are is the simple rule. Tell them that if they want to take away frames that aren’t selling and replace them with newer frames, that is great. But in the end, the effect on your account must either be that I have a credit for returned frames or the swap out costs me nothing. Period. Any seller that violates this rule or this trust will be placed on probation or banned. It may sound harsh, but no seller has your interests first. Only you do.
 
Tips like this will help you regain control of your optical, save you thousands, and help you make a profit.  You can find a wealth of these types of tips in the ProSight Success System.  It is only $169 and will help you make much more money than that in no time at all.
 
Gordon Duncan is the CEO/Consultant of ProSight Success, serving the eye care industry.
 

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Selling a Year's Supply Of Contacts Saves You Payroll Costs

7/11/2017

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I know some Optometrists who don’t worry about selling a year’s supply of contacts.
 
They tell me that their patients buy all their contacts from them anyway, but they just don’t buy a year’s supply at one time. The assumption is that their patients call in three to four times a year, so there is no need to push it. If that is your situation, good for you, but there is one problem with that scenario. You are losing money. Let me explain.
 
Let’s say your patient gets contacts from you four times a year: at their yearly exam and every three months after that. Well, those three times that they call in throughout the year cost you money. Your employee answers the phone three times, pulls their chart/looks them up on the computer three times, orders their contacts three times, processes their orders when they come in three times, calls your patient back three times, and dispenses those contacts three times. Yeah, you received your patient’s money for a year’s supply, but you wound up making a lot less money because of payroll costs.
 
Maybe each of those interactions took 10 minutes of your employee’s time (that is a low estimate). That employee makes $12.50 an hour. Tem minutes is worth a little over $2. Since your patient keeps calling in, you paid your employee $6-$8 to process all of those orders which makes your already thin profit on contacts even smaller.
 
Selling a year’s supply at the exam is the wisest, most economical way to go for you and your patients. It saves you payroll and makes your patient encounter more efficient:  a win for you, your employee, and the patient.
 
Gordon Duncan is the CEO/Consultant of
ProSight Success, advising the eye care industry.
 
If you would like to invest in transformative practices like the one above, while also finding help with your taxes, time efficiencies, and so many other things, purchase our
ProSight Success System and receive an hour of free phone consultation with Gordon.

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Increasing Revenue When There Is No Prescription Change

7/10/2017

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What do you do if your patient does not have a prescription change?  It is unethical to push new lenses if they do not need them, but you do want to maximize the opportunity if you have a patient in the chair. 
 
Try this on for size…
 
If a patient does not need frames, take notice as to whether they have an optical benefit or not.  Encourage them not to let that benefit go to waste.  Encourage them in this way.
 
“Mrs. X, you do not really need new lenses this year.  Your prescription has not really changed that much.  But you do have a frame and lens benefit from your insurance company.  Those benefits are yours, and you paid for them.  They just go away if they go unused.  We should get one of our staff over in optical to see if they can find a pair that is pretty economical.  You might even find a relatively inexpensive pair and get them tinted for sunglasses.”
 
If you don’t feel comfortable doing this, have one of your optical staff come to their lane immediately following the exam to have a similar conversation.
 
With this in mind, every patient, even those who have no changes in prescription, visits your optical, and you may very well see a revenue increase.
 
Tips like these, and many others, can be found in our total office toolkit found at
www.prosightsucess.com.
 
If I, or anyone else at ProSight Success, can help you, just email me at
gordon@optometricrescue.com.
 
Gordon Duncan is the CEO/Consultant of
ProSightSuccess.  He has worked with hundreds of OD’s across the country.  

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The Danger of Refractive Optometry Part Two

7/6/2017

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In a prior article, I spoke of how a recent trip to my Optometrist to check on my epilepsy related eye needs brought up a conversation about the dangers of "refractive Optometry".  My OD expressed concern about this growing trend in eye care.  This is part two of that discussion. 

Refractive Optometry (practicing merely to sell frames) has these 3 inherent dangers:

One – Optometric Oath Violation
 
Avoiding “sick eye” visits violates the Optometric Oath that reads:  “I WILL place the treatment of those who seek my care above personal gain and strive to see that none shall lack for proper care.”  Perhaps, referring them to another doctor fulfills that oath, but a need in front of you can meet is a need to be met.
 
Two – Skipping Your Privilege and Responsibility
 
Patients look to you as the caretaker of their eyes.  You know better than I, or anyone else, than you can discover cancer, high blood pressures, and countless other conditions with an eye exam.  Only practicing “refractive optometry” skips the privilege and responsibility that Optometrists have.  It also places a barrier between the patient and care.  If you refer out medical to Ophthalmologist, many patients will not seek that care.  I implore you.  Please do not do this.  Practice to the extent of your license.
 
Three – Missing Out on Profits
 
Some OD’s practice “refractive optometry” because they can make more money with eye exams and selling glasses.  This thinking produces the opposite of its desired effect.  Football teams don’t seek touchdowns only.  They don’t punt away their opportunities for field goals just because they are worth less than a touchdown.  Yes, “sick eye” exams don’t produce as much income as a comprehensive exam, but “sick eye” visits raise overall revenue per patient across the board.
 
Friends, thank you for being the wonderful eye care professionals that you are.  I am dependent upon my Optometrist to help me with my vision in light of my epilepsy struggles.  And you too play a crucial role in your patients’ lives.  To do so, please avoid refractive Optometry and offer full-scope care.  It will pay dividends for your patients and your practices.
 
Gordon Duncan is the CEO/Consultant of
ProSight Success, offering advice, consultation, and development to the eye care profession.  

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    Gordon Duncan

    Gordon Duncan is an award-winning educator, salesman, teacher, manager, and writer. He has taught in the public school system, lobbied for school's accreditation, managed eye clinics, led sales' teams, and also publishes books on theology, church, and culture.

    He has been happily married to Amy for over 20 years and is the proud father of 3 wonderful girls. 

    He is a graduate of East Carolina University and Reformed Theological Seminary. 

    He has been in the eye industry since 1999, an elder in the Presbyterian Church of America (PCA) since 2000, planted Sovereign King Church in Garner, NC in 2005, and planted Evident Grace Church in Fredericksburg, VA in 2013. 

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