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John Marvin

Here Are the 4 Qualities Your Team Needs to Win

Four lessons being part of a successful team teaches us, whether that team plays football or provides quality eyecare.

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I LOVE this time of year! In Texas, September through January is almost holy; it’s football season. I have a 10-year-old grandson who has been playing since he was 5! The thought of a Texas boy not playing football is incomprehensible.

When you play a team sport, in particular football, you learn valuable lessons that, when learned early, have a large influence on your ability to succeed.

I want to highlight four valuable lessons that being part of a successful team teaches us, whether that team plays football or provides quality eyecare.

1. Selflessness

Being on a team teaches you that it isn’t always about you. There are times when your role is to assist others in making the big play. This is also true in an optometry practice. Sometimes the person who gets credit for a patient’s great experience isn’t the only one involved. Someone took care in the lab to make sure the glasses were made correctly. Someone performed the preliminary test to ensure an accurate prescription. On a winning team, everyone is there to support the team. President Ronald Reagan said, “There’s no limit to what you can accomplish if you don’t care who gets the credit.” Team success teaches selflessness.

ONLINE EXTRA

Download the movie Friday Night Lights and watch it with your staff keeping these four lessons in mind. Then have a fun discussion about the importance of building a winning team.

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2. Intuition

If you watch professional sports, you’ll see that players seem to have this uncanny knowledge of what their teammates will do. Watch Larry Byrd and the great Boston Celtics teams of the 1980s. Many times, they don’t even look for the other player; they intuitively know he will be there to receive a pass. Intuition is an almost magical component of teamwork. Through repetition of procedures, each team member begins to anticipate the work and ability of the others. When a process is consistently followed, questions are answered before they are asked. We’ve done this over and over and the intuition developed means the team performs well.

3. Confidence

Winning teams’ members are confident in their teammates and vice versa. This confidence is built through the integrated dependence of one team member on another. The optician has confidence in the information from the preliminary exam because they have confidence in the person performing those procedures. By working day in and day out with each other, the winning team develops confidence in itself and its ability to deliver an experience not threatened by competition.

4. Cross-training 

A team that performs at the highest level is one in which all members can perform any duty. Think about the NFL. Many successful wide receivers and tight ends were quarterbacks in high school and college. That makes a difference in understanding the dynamics of the forward pass. Some corner backs were receivers in college; they have an advantage when it comes to defending the forward pass. We may not think of it as cross-training, but it is. If everyone on your team is trained to do every job, you’ll be stronger, there will be more cohesiveness among the team and when someone resigns (and you know eventually someone will) you won’t be in a position where the team cannot perform.

 

With more than 25 years of experience in the ophthalmic and optometric practice industry, John D. Marvin writes about marketing, management and education at the practiceprinciples.net blog. He is president of Texas State Optical. Contact him at jdmarvin@tso.com.


This article originally appeared in the October 2017 edition of INVISION.

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John D. Marvin has more than 25 years of experience in the ophthalmic and optometric practice industry. He is the president of Texas State Optical and writes about marketing, management and education at the practiceprinciples.net blog. You can email him at jdmarvin@tso.com.

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John Marvin

Begin Your Business with the End in Mind

Few doctors understand that the day you open is the day you start planning to sell.

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THERE IS AN OFT quoted question from Alice in Lewis Carroll’s classic, Alice’s Adventures In Wonderland. She asks the Cheshire Cat, “Would you tell me, please, which way I ought to go from here?” “That depends a good deal on where you want to get to,” says the Cat. “I don’t much care where,” responds Alice. The cat replies, “Then it doesn’t matter which way you go.” Far too many optometrists and optical owners seem to subscribe to this approach to their careers.

I have known many optometrists who spend 40 years owning a private practice who wish to sell and retire. However, they are often faced with the sad reality that they have followed Alice’s approach. Whether it be a vacation, a wedding, or a career, planning is critical to getting where you want to go.

Last month’s issue was about beginnings — starting a new business — something I’m familiar with having helped almost 70 young optometrists build a new practice. Everyone knows you don’t successfully open a new practice without the proper planning … but few doctors understand that the day you open is the day you start planning to sell. A successful ending requires just as much planning as a successful beginning.

Stephen Covey famously said in his book, The 7 Habits Of Highly Effective People, “…begin with the end in mind.” Start with a clear understanding of your destination. If you have not clearly defined what you want to achieve at the end of your career, then likely you won’t like how it ends. To start, ask yourself: “If I were a young optometrist, what kind of practice would I be excited to own?”

Having worked with hundreds of young, entrepreneurial optometrists, I can suggest the following:

A Great Location

It’s likely that over the forty years you own your practice, your neighborhood and community will change. It’s possible it will improve, but more likely it will change for the worse. Our society is in constant motion, new developments are built and people move. Evaluating whether you should relocate is of utmost importance. A prospective buyer will want growth potential.

An Updated Space

If you’ve been in practice for over 25 years and have not remodeled your office, it will be very hard to appeal to a young optometrist. Retail and clinical space design has changed significantly in the past decade. Visit best in class retail businesses to see how they are designed; note how they merchandise their products and approach customer service. Keep your practice competitive with others that appeal to customers. What do customers and patients experience when in your business?

Modern Equipment

Today’s refractive and diagnostic equipment is light years from what was purchased ten or twenty years ago. Today’s digital phoroptor and digital preliminary testing equipment enables doctors to provide a higher quality of care that patients have come to expect. Advances in digital imaging allow doctors to identify and manage pathology which previously had gone unnoticed. This is what will be expected by anyone interested in buying your practice.

Well Merchandised Inventory

One of the most overlooked aspects of a 35 or 40-year-old practice is its inventory. It’s a part of the business many doctors ignore and delegate it to someone on staff. The result is an optical that is overstocked and out of date with only about twenty percent of the frames actually selling over and over. The rest just sit and attract dust. When the practice is sold, the thousands of dollars tied up in old inventory drags down the value of the practice.

Put yourself in the shoes of a young optometrist and think of the kind of practice they would want to own. Write down the qualities of this practice, this is the end that you have in mind. Once you know where you are going, it will be much easier to end up where you’ve planned.

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John Marvin

Success is Only the Tip of the Iceberg

To navigate your own future, you need to look below the surface.

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THERE’S A POPULAR image of an iceberg that you may have seen. The top of the iceberg, the portion above water, is titled success. This portrays what everyone sees about something successful. Underneath the surface is the much larger portion of the iceberg and it is titled hard work, late nights, persistence, rejections, sacrifices, discipline, criticism, doubts, failure, risks. These are the actions, behaviors and decisions your success is actually built upon that few people realize or acknowledge.

Opening a start-up practice is something our organization specializes in. With the experience of opening what will be 70 new offices by year end, I feel qualified to speak on what it takes for a new practice to succeed. It doesn’t include magic, luck or “secrets.” What it takes is everything under the surface of the iceberg. For a young doctor, there are important reasons to embrace what lies beneath the surface.

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Well-known teacher of achievement principles Jim Rohn says, “Success is not something you pursue but rather something you attract by the person you become.” The value of embracing everything that lies beneath the surface is that the process creates experience and experience produces personal growth … that, in turn attracts success.

Without the growth that results from sacrifice, enduring criticism and taking risks, you can’t understand how to produce a successful outcome. Without working Saturdays, late nights, being persistent and experiencing setbacks, you do not know the value of inconvenience nor the pride of accomplishment.

Owning an eyecare business is not for everyone. If you don’t have the passion and deep desire for ownership, to produce your own income, and have control over the patients’ experience, then it is best if you work to help someone else build their practice. To be successful at ownership, you have to have a passion for what you do. If you do not have passion, you’ll quit. Building anything of value and especially building a private practice is hard and requires work. There are constant challenges with staff, managing expenses and dealing with regulations. If you don’t have a love for what you do and understand in your core why you are doing it, you will not be successful.

However, if you do have this passion, know why you work so hard to overcome challenges, and you take full responsibility for the success of your practice, the reward of ownership and the pride of accomplishment is unlike anything experienced by those who work for someone else. That is why they only see the top of the iceberg and not what lies beneath the surface. They attribute your success to luck, to being in the right location at the right time, or something else that demonstrates they do not understand the work that went into the achievement.

I visit often with an optometrist who is interested in opening their own practice and they have become consumed with analyzing demographics, competition in an area, household incomes and other factors they consider critical to their success. While consideration of these items is important, they have failed to consider the most important factor — their own determination and commitment to personal growth.

When you are deciding to start your own practice, you are the captain of the ship. It is your responsibility to navigate your own future, to overcome, endure and grow from what lies beneath the surface.

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John Marvin

All You Have to Do Is Try One More Time

Failure only happens if you give up.

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THOMAS EDISON ONCE SAID, “Our greatest weakness lies in giving up. The most certain way to succeed is always trying just one more time.”

It is completely in our control. All we have to do is try one more time. If that doesn’t work, then try one more time. You create your own new beginning.

We often see failure as final, devastating, humiliating and sometimes even a fatal blow to our dreams. Succumbing to this point of view, or dare I say, belief, is an outward demonstration of weakness. Imagine the NBA without

Michael Jordan. Well there would have not been a Michael Jordan if he had believed that failure was devastating and final. In his own words, MJ said, “I’ve missed more than 9,000 shots in my career. I’ve lost almost 300 games.

Twenty-six times I’ve been asked to take the game winning shot and missed. I’ve failed over and over again in my life. And that is why I succeed.”

We see the awards, the recognition and notoriety of successful people like Michael Jordan but don’t realize that for every accomplishment recognized, there are hundreds, if not thousands, of instances of failure.

It is the fear of failure that keeps most people from even trying to accomplish or be successful. Wayne Gretzky, the NHL player nicknamed “The Great One” and considered by many to be the greatest professional hockey player of all time, said, “You miss 100 percent of the shots you don’t take.” The fear of missing a shot robs us of the success we can have.

What makes this so important is that success in whatever we pursue is not something that might happen, but with understanding that all we have to do is not give up, we can make success a certainty.

So, what holds us back? This little word “fear”.

Fear of some things is good. It protects us. We don’t text and drive for fear of accidents. We don’t put ourselves in harmful circumstances. I live in southeast Texas. When the national hurricane center warns of an impending storm, many who live along the coast evacuate for higher ground due to fear of a dangerous storm. These are all rational fears.

Then there is emotional fear. Fear of speaking in front of a crowd or fear of being rejected when asking the Homecoming Queen on a date. These are less rational and more emotional.

The fear of failure is an emotional fear. We are afraid that we will be embarrassed if we say we are going to do something and are not successful. We are afraid of what others might think and we’ll suffer a loss of self-esteem. Our insecurities take prominence in our imagined world.

Fear of failure is the behavioral reaction we have when we fill our minds with all of the bad things that will happen if we simply try. It’s paralyzing. We think, nothing ventured nothing lost. When in reality, nothing ventured is nothing gained.

This mindset is deceiving and limits our own potential. We live our lives defensively while others, who take risks, enjoy achievement and success. Sure, some fail, but failure is only a reality when one gives up and quits trying. Barry Bonds, the MLB player with the record for home runs at 762, struck out 1,539 times, more than twice his number of home runs. Bonds knew that each time at the plate was a new beginning and the only way to fail is to stop trying.

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