AE May/June 2021 Vol 30 No 3 - 20

RUNNING THE PRACTICE // MARKETING MINUTE

5 IRONCLAD COACHING
EXERCISES TO IMPROVE
COUNSELOR CONVERSIONS
Kurtis Wankier

R

efractive surgery practices,
like any other business, can
improve their bottom line
in one-or both-of these
ways: increase revenues
(while maintaining overhead) or cut costs.
When was the last time you
were successful cutting costs and
improving customer service?
I'm not suggesting it's impossible. I am admitting it's hard.
In your time as an administrator
you've done a lot of hard things.
So, I'm going to offer you something in this article that isn't as
hard as it is simple. I'm going to
give you five simple exercises you
can do to upscale your counselor
team-assuming you have the
right personnel.

20

AE // May/June 21

Before we get to the five exercises, let me suggest a paradigm
shift to the following: Adopt a
mindset of prosperity. Seek to
enrich everyone on your team.
Embrace success.
EXERCISE 1: BECOMING AWARE
(FOR SELF AND OTHERS)
We are all victims of our perceptions of ourselves. Adults have
spent their entire lives buying into
what they believe is the proper way
of conducting themselves. Family,
friends, education, previous work
history, and life's experiences all
play a role in shaping our mindset.
Without even knowing it, your
counselors carry that baggage into
their consults with your prospective patients.

Rarely does all that baggage
serve a successful conversion. So,
step one is guiding your counselors to identify the good and bad
they carry and learn how they can
use it to benefit the prospect. This
starts in the mind-helping them
see who they are and who they
can become.
EXERCISE 2: TRAINING THE MIND
AND BODY
Achieving self-awareness is a great
first step. Mind you, it's only one
step! This stage of development is
where the hard work begins. Selfactualized people tend to be highly
effective people.
In order to create accelerated performers and high achievers, I engage
all of my client's counselors in a path



AE May/June 2021 Vol 30 No 3

Table of Contents for the Digital Edition of AE May/June 2021 Vol 30 No 3

AE May/June 2021 Vol 30 No 3 - Cover1
AE May/June 2021 Vol 30 No 3 - Cover2
AE May/June 2021 Vol 30 No 3 - 1
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AE May/June 2021 Vol 30 No 3 - Cover3
AE May/June 2021 Vol 30 No 3 - Cover4
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