Ten Years In … Member Referrals Remain The Lifeblood Of Cleinman Performance Network
There has been a lot of talk through the years about how sponsors, industry connections, consulting client work, and other outreach approaches have had an important impact on the growth of Cleinman Performance Network. This is certainly true, but is completely overshadowed by the most impactful approach to keeping the Network vital and growing – hands-down the most efficient and effective recruiting are your referrals.
Surprising? Absolutely not. Talk to 99.9% of Network Members about new patient growth and they will mention referrals. “We are currently taking new patients. Do you know of anyone, perhaps family members or a friend, in need of eye care?” Some members value this approach so highly that they offer discounts to patients who send referrals.
Al calls these patients “Ambassadors” and in ten years of leading the Network can point to case-after-case where clients have implemented a strong referral program, only to see tremendous growth from this powerful tool. And just like Al tells his clients, it pays to reward those who help you. That’s why we have a NetworkBuilder™ Rewards program that pays you one month of your membership fee for every new member you bring to the Network.
We practice what we preach here, and in so doing, ask you now for referrals for your upcoming session in Chicago. It might be a colleague from your state association, a fellow study-group friend, a classmate, or even your stepmother’s personal fitness trainer’s cousin’s son’s ballet teacher’s eye doctor in Schenectady.
Why not invite them to your meeting? It’s a great way to reconnect. You work in your group, they work in the Immersion group, and during breaks, receptions and dinners you get a chance to hang out and catch up. In our ten years as a Network, this session is incredibly compelling because coming to you and your guest will be the following:
1. Dr. Kerry Beebe presents Primary Eye Care for Infants and Children, as part of our pre-meeting continuing education seminars for optometrists. A major portion of the time will be spent on infant examination techniques, equipment, practice guidelines, and proven strategies to build new, ongoing patient relationships with babies and their families. (COPE credits pending)
2. “The Doctor as Trusted Advisor: Going from Recommending to Prescribing in the Exam Lane,” featuring Tim Roberts. Roberts is a nationally known speaker, author, trainer and advisor. He recently worked with all of the doctors for Ossip Optometry, helping them create that comfort zone as a trusted advisor to patients to develop techniques and approaches for doctors based on his belief that “it’s not about you – it’s about them.”
3. Adding to the power of Tim’s presentation will be an in-group presentation by fellow member Dr. Greg Hicks. Greg will share with each group his script and way of prescribing in the lane. Greg and his partner, Dr. Heather Demos, have a lens capture rate approaching 90 percent.
Email Dan Flora to submit your referrals for an Immersion Weekend grant.
