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Tim RobertsTim Roberts is the founder and president of TRUSTPOINTE, Inc., an Indianapolis-based sales training and consulting company. His career spans more than 30 years as a professional business developer – a salesman! As a professional speaker, Tim ad-dresses thousands of men and women each year on the matter of personal and professional development, includ-ing sales, successful communication, and the role of trust in today’s business environment. He works with professional practices and companies that possess desire, commitment and passion for success through continuous learning. His most powerful message, “It’s Not About You, It’s About Them,” has been widely acclaimed. Tim’s passion for creating positive energy with the organizations he works has been the foundation for his company’s success. Possessing core values of honesty, integrity and ethics, Tim combines them with fun, curiosity, and richness of insight to gen-erate inspiring meetings. As keynote speaker during Cleinman Performance Network’s Second Session, Tim presented “The Doctor as Trusted Advisor.” |
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| The success of a thriving practice is always derived from the behaviors, beliefs and techniques employed by the people in your office. If there are challenges, they often begin at the top and can quickly flow downward. Does your role as Doctor collide with your role as business person and trusted advisor? Do you have self-limiting thoughts about money? Are you hostage to the self-limiting beliefs of your associates and staff? Creating a profitable selling practice requires focus, discipline, the right techniques and a solid measure of team thought.
Cleinman Performance Partners is proud to present our newest on-site team building program: “Clearing the Hurdles to Practice Success: A Trusted Advisor Approach to Best Practices.” Facilitated by Tim Roberts, our keynote presenter during Second Session Chicago 2010, “Clearing the Hurdles” is a unique team building approach to forever changing the selling culture in your practice. “Clearing the Hurdles” begins with an opening two-hour session for the principals of the practice. This open forum Q&A with Tim Roberts provides an outline of specific concerns, needs and challenges as they relate to the profitable growth of the practice. The next day is a full-day team session broken down into essential components that support everyone’s understanding of what a high performing practice needs to excel and how to clear the hurdles to success! |
Clearing the Hurdles begins the evening before the workshop, with Tim Roberts meeting the principals and owners of the practice to discuss their concerns and needs as they relate to the profitable growth of the selling vitals of the practice. Be prepared to share openly and honestly about the challenges you face. The following day, the entire team will convene for a full-day of team building activity. Clearing the Hurdles is intended for the benefit of your entire team. Please encourage everyone to participate, as the beliefs, practices and behaviors of each staff member directly impact your success! |
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| 1) | Warming Up: | Before a big event, great performers take time to warm up. Participants warm up to the mindset of a legendary practice with a team-building exercise. |
| 2) | Off the Mark: | The first hurdle to clear is the one that can build speed rapidly – making sure that each member of your team understands the role of trust in building a deep, loyal practice. |
| 3) | Pacing Your Patients | Managing individual patient expectations and staff expectations about each patient, will enhance or hamper everyone’s experience. Clear the hurdle of assumptions and walk in your patient’s shoes and learn how to shift your orientation from you to them. |
| 4) | Behind Your Eyes | Otherwise successful optometry practices are often held hostage to self-limiting beliefs! The third hurdle is to recognize the correlation between what you learned from your parents about money and success and how those messages support – or sabotage – your practice’s growth. |
| 5) | Ground Control: | As a trusted advisor prescribing solutions to your patient, you set ground rules for the patient experience. In this deep practice segment, your team will learn the fundamentals behind setting ground rules that help guide and predict sales outcomes. |
| 6) | Can Asking Questions Be the Answer? | Is your team assessing every situation correctly? Do they understand what each patient really wants and needs? In this segment your team will clear the communication hurdle and learn how to drive opportunity through curious questioning and a technique called reversing. |
| 7) | Statements That Serve | Clear the final hurdle by creating a safe environment that validates a patient’s wants and needs. Use specific lines and phrases that encourage the patient to be an active part of decision making that will benefit your practi |
