Stop Selling, Start Solving: Winning with Provider Relations

So let's talk a little bit about, you know, once they get past the office manager, what are the right things to say to a provider? How do you show value to yourself as an agent speaking to a provider? Okay.

So I would,

you know, it sounds awful, but I would avoid anything that kind of sounds generics.

self-focused or unrealistic.

And again, real salesy, you know, going in with phrases like, you know, doctor, I just need five minutes.

If you get past the front of the clinic and to have that conversation, it's probably going to take more than five minutes.

You still want to keep it brief, but, you know, be realistic or go in and say something like, you know, I can help all your patients.

Well, realistically, you really can't.

Or, you know, often can be a turnoff is I'm here to grow your practice.

There are providers that are scared of the term growth because they don't really understand what that means.

Again, you know, we've talked about how clinics are, you know, short staffed, overwhelmed, you know, trying to see more patients with, you know, less able bodies.

Growth, the term growth can sometimes scare a physician.

So, you know, going in and saying that, I tell all agents, don't go in and say that.

They're going to let you know if they have the capacity for growth.

from organic outside growth, but growth can also mean those internal conversions.

And so, you know, you're growing your, you know, your fee for service to your value-based care, you know, full risk contracts, that's also growth.

So, you know, just be very careful using that term.

And, um, You know, one thing I do is sometimes over-explain, but I tell agents, avoid over-explaining.

The rules for thee, not for me.

So, you know, especially your first interaction, just give them enough that they're going to ask for

more.

Excellent.

So you would say, you know, alternatives to the word growth really, and I see this a lot when I was in medicine, is like being able to maximize the patient database that they already have and And make the most amount of money, give the most amount of care.

And so that's something that a broker can come in and really help them do because now they're not spreading their time thin with all of the insurance questions, understanding all of the insurance stuff.

I mean, I know just as a regular person that needs insurance, that's such a complicated conversation.