What can a bank’s historian teach me about building rapport with patients?
A lot, and it is one of my favorite examples of liking at work. Wells Fargo put a staff historian on the payroll to chase high net worth clients. Instead of a sales pitch, the historian researched the family, often generational wealth, and uncovered stories the family itself never knew. Then they simply said, we found some things about your family we would love to share. People love their own history, so they listened. The result, by the time that article ran, they had targeted roughly four billion dollars in assets and pulled about a billion into new accounts, just from building liking. No pitch. Now think about your operatory. You do not need a historian. You have a whole exam to ask where someone is from, how they ended up here, their family, their work. Genuine interest is your version of that historian, and it pays the same way.
If the answers you are finding here resonate with you, my team and I work with a small group of clients each year. The next step is a complimentary Discovery Consultation and Practice Review with Dr. McAnally.