Michael Jordan Says

Dentists tend to make a great deal of money each year.  So do MDs.  Especially specialists.

Any thoughts about why?

  • They are highly trained and skilled.
  • They supply a needed service

That is not enough.  There is another crucial factor.

Their appointment book is filled for today, for  tomorrow and probably for the next year.  If they want time off, they need to build it into the schedule.  They don’t spend time looking for work, making excuses for why there is no work, surfing the internet or tidying up the paperclips.  They can’t.  The next patient is already in the waiting room.

People do the things that are put in front of them.  Without those things there are lots of other shiny objects to notice and relate to.

All salespeople and most others would benefit from having a filled appointment book.  Even if it were filled with 30 minute appointments that said “Fill the appointment book” or maybe “Look for people who can refer qualified people to me.”

Looking for people, paperwork, professional development and supervising staff is part of the defense in business.  Solving problems and meeting with people is the offense.

As Michael Jordan has said.  “Offense is fun, defense is work.”

No business, just like no basketball team, goes far on offense alone.

Sales is a numbers game.  If you have the numbers going for you, it is difficult to do badly.  Get working.

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Contact: don@moneyfyi.com  |  Follow Twitter   @DonShaughnessy

Don Shaughnessy is a retired partner in an international public accounting firm and is presently with The Protectors Group, a large personal insurance, employee benefits and investment agency in Peterborough Ontario.

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