Making Averages Work for You in This Business
I've received a couple of questons about my "$100,000" post. Here's a few thoughts to clarify what I was talking about.
The questions have mostly been 2: "How do I find companies that pay $50 per exam?" and "What do I do if I don't want to do the lower-paying orders?"
First, finding companies (I mean exam companies, not insurance companies) that pay $50 (on average) per exam is not difficult. As I say over and over, it means signing on with several companies that pay -- depending on the company -- from 75-87% of amount billed.
The second question is far more difficult. Basically, if you don't want to do the lower-paying orders, my system won't work. Here's why.
An agent calls you directly, saying she needs you to do an exam and urine for the XYZ Life Insurance Company, and the applicant is 22 miles away from you. Now, you happen to know that an exam and urine for XYZ will pay you $23.17. And with mileage you feel this isn't worth your while, and you tell the agent that, and suggest that she call someone else.
Now, the problem is that most agents -- often after even one such refusal -- will simply not call back. The reason is that you have become more trouble than you're worth. And insurance agents -- like anyone else -- seek to avoid hassles, and do things the easiest way. And if they can call your Local Big 4 Paramedical Company, and the Local Big 4 office will take all exams, they will start calling them.
Our job is to be of service. Repeat that to yourself. If you start to be seen as someone who doesn't have an interest in service, you will be out of business, and soon.There are lots of agents I deal with who call me a lot. Let's say an agent calls me twice a week on average. If I make (again, on average) $50 per exam, that agent is worth $100 a week. $5,200 a year. And over $25,000 over the course of 5 years.
Some of the calls that agent makes will not pay enough to be really worth it. Some will. But an agent who works for a bunch of insurance companies will -- again, on average -- be worth. And how.
I am not in this business for charity. I make a living from it, and I don't tolerate mooches, pains-in-the-neck, or agents who only call me when their favored examiner won't do a pre-set for 3 a.m. But if you are seen as someone who is helpful and ready to be of service, business will come to you. Not automatically, but word gets around.
The crazy thing about averages is that if you try to beat them, you'll end up making less. In other words, if you say, "I'll only take exams if they pay at least $50, no less," you'll end up losing business. The agents who would bring you those high-paying orders just won't call at all. And while in theory you'll be making more per exam, in reality, in the long run, you probably won't even stay in business.
Take the orders. Even on ones that just don't look like they're worth your time. And in the long run, it will be very much worth your time.
Quality and Integrity
"If you believe in unlimited quality and act in all your business dealings with total integrity, the rest will take care of itself."
Frank Perdue
Founder of Perdue Chicken
What's possible
"All things are possible until they are proved impossible - and even the impossible may only be so, as of now."
Pearl S. Buck, 1892-1973,
Novelist
A Merry Christmas to You All
It's Christmas day, but I wanted to wish you all a happy and joyous Christmas, and a prosperous -- in every sense of the word -- 2007.
I'm taking off for a few days, but will be back on a regular basis soon.
Enjoy the season, and enjoy those whom you love.
How to Make $100,000 a Year in This Business
It's only a couple of days 'til Christmas, which means that the end of the year is at hand. So, here's something to think about for 2007. It's an easy, do-able plan whereby you can earn $100,000 in this business next year. And every year after that, if you are so inclined.
The plan is this. You sign on with several companies, and get a high percentage (say, 75-87%, likely depending on the company). At those percentages, you will probably
average $50 per case. Of course, some pay more, some less, but figure on an average of $50. (This plan also assumes you've got a
lot of agents calling you directly. If you don't, this will be an incentive to start making those sales calls).
You do 7 exams a day. Six days a week. That may be more than you want to work, but it's not an insane amount of work. I saw 6 people today, and that involved a
huge -- for me -- amount of driving. (And the driving was made worse because of all the last minute shoppers on the Friday before Christmas).
At 7 exams a day, working 6 days a week, you -- if the averages hold -- make $109,200 for a year.
Now, of course, you will have quiet days, days when the phone doesn't ring, and days when appointments are hard to make. But you may also have days when you see 10 or 12 people. Again, averages work for you.
That $109,200 is gross pay. In other words, it doesn't take into account your expenses. You still have to consider your gas, and other costs.
And let's say you don't make $109,200. Just 6 exams a day would gross you $93,600. Most folks reading this are making less than that. A few of you are making that or more.
And if you aim for this much, and miss it, let's consider the possibilities. If you just see 4 cases a day at this rate, you'll hit $62,400 (4 exams x $50 each x 26 days a month x 12 months). Are you making that much now? If you aren't, could you aim to do it next year?
But what I want to do is give you something to think about for the next year. Anyone making money like that is doing a good job, giving good service, and is pleasant to deal with. But it's not the hardest task in the world. You -- yes,
you can make that much next year. Start to think about it.
How to Schedule Appointments Around Fasting Requests
Scheduling your appointments can be complicated because of fasting requirements. That's why I try to keep my first appointment of the day for the "required" 10 or 12 hour fasts.
Other ones, asking, say, for a 4 hour fast can be done later in the day.
Just don't ask someone to fast 10 or 12 hours during the day, because most people -- myself included -- get pretty cranky after that long of a spell without food.
What to Do When the Applicant Doesn't Have to Fast
The short answer? Tell them to fast anyway.
Of course, there are the obvious exceptions: diabetics come to mind. But apart from those, fasting
never hurts the lab results, and usually helps.
If you don't tell folks to fast, you will walk in to the appointment, and the applicant will have the last bite of a Big Mac in her mouth. Or will have a beer in hand. (Not that I have anything against Big Macs. Or beers. But you get the idea).
Obviously, the best fast is the long one: from 10 p.m. or midnight until you get there at 8 or 9 a.m. But you can't get everyone that way. Even if the applicant can only fast for a couple of hours, it will help. Suggest, say, an 11:30 a.m. appointment after a
light breakfast, and nothing after that. Or 6 p.m., with a light lunch, and nothing but water (and "water" is not a generic term for "liquids," unless you want to do a blood sugar after someone has had 3 sugary soft drinks) after that.
(Remind people that fasting does not -- under these circumstances -- involve going without water. Otherwise, things are pretty grim by the time you get there).
Just encourage fasting. Agents will appreciate your doing so, and most applicants will understand if you explain it to them.
Taking a Chance
"Take a chance! All life is a chance. The person who goes the furthest is generally the one who is willing to do and dare."
Dale Carnegie
1888-1955, Author
What to Do When You Get the Same Order From 2 Sources
First off, be glad you're so lucky. You're in demand.
But this is the situation where an agent is shopping around. That's the agent's business. But he's called you, and several other sources, trying to find out who can get an exam done the fastest. Or to see who will go to some out-of-the-way location.
And you've got the order from 2 places. So who do you send it through?
A couple of recommendations. First, be honest with everybody. Whoever you're not using, let them know. It's only fair. Be up front.
Secondly, it's a good idea to make a rule about how to handle such situations, and stick to the rule. You might make the rule that you'll do whoever will pay you the most. Or you might use my rule: I do the work for whoever contacts me first.
That rule is a little flexible. If I'm in the car, and someone calls, and I agree to it, that call takes precedence over, say, someone who faxed me the order an hour before. Because the call was the first one I agreed to.
But as I've said at other places, people won't be as irritated if they know you work for several companies. If they have an idea that you are their very own personal servant, they will tend to grumble when they are not chosen. But if you're up front, fair, and honest, and stick to whatever your rule is (I highly recommend my own rule of first contact), these situations aren't going to be a problem.
What You Do Makes A Difference
"Act as if what you do makes a difference. It does."
William James, psychologist
Failure, Victory, and Defeat
"Far better is it to dare mighty things, to win glorious triumphs, even though checkered by failure... than to rank with those poor spirits who neither enjoy nor suffer much, because they live in a gray twilight that knows not victory nor defeat."
Theodore Roosevelt
Dealing With Change
We often hear that "no one likes change."
While I'm not sure that's true (I think I'm a big exception), let's go with it for a minute. Change is going to happen, and we need to learn to deal with it.
For examiners, change is a fact of life. If you do this full-time (and even for part-timers), every day is different. You see different people, for different companies, for different agents, at different times, and different places.
So even if you think you don't like change, the reality is that you deal with it every day of your life. And if you can embrace change, even relish change, you'll find that it can make your life better, easier, and even make more money.
Here's an example. You've been with a company, maybe one of the big 4, for a while. You know the manager, know how their system operates, know how to order supplies, even know the office staff.
Going independent means a whole learning curve to master. You have to learn all of the above "stuff" from scratch.
And there are fears. Will I get paid on time? What if I'm dealing with unscrupulous people who don't pay me at all? Will I be making a huge mistake? Will I be able to go back, if being independent doesn't work?
I think it's good to face fear. Facing it, even grabbing hold of it, often lets us realize that the things we fear are not as bad as we thought.
Ask yourself:
What's the worst thing that could happen in this situation? Think about that for a few minutes. Writing it down helps, too. Get a piece of paper (or open a new page on your computer) and start writing. List every bad thing that could happen to you in whatever new situation we're dealing with.
We'll talk more about the fear tomorrow.
Doing the Thing You Think You Can't Do
"You gain strength, courage and confidence by every experience in which you really stop to look fear in the face... You must do the thing you think you cannot do."
Eleanor Roosevelt
If Something's Not Working
Here's the scenario:
An agent's clients are too far away.
They are rude. (He is, too).
He doesn't listen to you.
And the company he works for doesn't pay well.
This is a no-brainer.
Drop him. Gently, but drop him. The next time he calls, tell him -- in a pleasant, businesslike fashion -- that you've done some evaluating, and you'll no longer be able to do any more work for him.
Give him the name and number of a competitor, and be done with it.
There's nothing that says you should allow yourself to be walked over. If something's not working, be done with it, and your life will be better for it.
How to Deal With Pre-Sets
I don't know anyone who's fond of pre-set appointments. But they are here, and unlikely to go away any time soon, so here are some ideas that will make things easier for you when dealing with them.
First, sometimes the applicant didn't set the pre-set. Or doesn't remember. Or something. In other words, I can't tell you how many times I've had applicants go, "Huh?" when I call to confirm a pre-set appointment. So, never assume they know about this. Explain who you are, explain that you're calling to confirm the appointment set for (say) "Next Monday, at 10 a.m." You will quickly enough know if they know what you're talking about.
Second: pre-sets aren't usually as set-in-stone as either the agent or the Big 4 secretary is telling you. Unless it's impossible for me to do a pre-set (such as when I'm going to be gone for vacation or something like that) I'll usually take the case, and call the applicant. If -- and this happens a lot -- it's pre-set for Saturday at 8, and I'm already booked, the applicant is usually fine to do the appointment at 9, or whatever.
Third: If an order's sent to you, and you can't do it at the time set, explain to the applicant, "I'm sorry, they didn't ask me first about the time. I do this for a bunch of insurance companies, and I was already booked up at that time." Many applicants assume that a pre-set appointment is with an employee examiner, and that it's just a matter of directing Employee Jones to go to the appointment. Educating them goes a long way toward resolving the situation.
Fourth: Some pre-sets will not call you back. I've dealt with many such situations, where the person plans to be there, but for some reason will not call back to confirm. When I have to leave a voicemail about a pre-set, I tell them, "I'm calling back about the appointment set for next Tuesday at 11 a.m.
I need to confirm the details with you and [Here's the important part]
I need to get directions to the place where I'm supposed to meet you." I will not -- unless the appointment is a block away -- go to an appointment without some contact with the applicant. I need to confirm time, remind them to fast, remind them about needing a urine specimen, and get directions. Telling them that you need directions will sometimes nudge folks along to call you back.
Finally, if someone doesn't call back after several attempts, I call the agent, if at all possible. If not, call the office who sent you the case. Or both. Explain that the individual has not contacted you, and that you can't go without some contact. If they grumble, get weepy, and complain that gas is so expensive. (It is).
What's important is to take control of the pre-set situation. Control keeps you from being jerked around, and helps you do a better job for yourself, agents, the company, and the individual you're examining.
What's the World Like?
"The world is a great mirror. It reflects back to you what you are. If you are loving, if you are friendly, if you are helpful, the world will prove loving and friendly and helpful to you. The world is what you are."
Thomas Dreier
Author
Are You a Shallow Person?
I hope so.
Because being shallow is the best way to avoid painful blood draws.
There are other things you should do, of course. But the best all-round way of not hurting is to barely enter the skin. Go absolutely no further than you have to.
My 3 step plan:
1. Locate the spot. Look at both arms first.
2. After cleaning and drying the spot, pull the skin back toward you. Make it as tight as you can. Obviously, as tight as you can without hurting them.
3. Instead of going head on into the vein, go
very slightly (this is a relative thing, but you'll see what I mean) to the side of the vein. Barely enter. You want this to feel like a pin-prick.
If you have a good spot, you'll easily get the blood, and the person you're examining will marvel that, "Hey, I barely felt that."
They won't complain about you, and they just might even praise you. Agents will love you, and you won't go around all day feeling guilty because people are hurting so bad when they see you.
Sticking It to the Man
Everybody has one of these cases. It's the person with the questions-from-hell.
I'm not talking about the usual stuff. It's not, "Are you qualified to do this?," or "Why do they require blood samples?"
I can answer them, and deal with them, even in the most ignorant of people.
The ones I'm talking about are the people for whom answers aren't enough. It's these kinds of questions:
"I think I should be able to get my urine specimen first thing in the morning when I get up. I don't think I should have to wait until you're here. I'll put it in a clean jar."
Or ...
"I'm not going to give out my drivers license number. That's private, and no, you can't see it."
Or ...
"I don't think they should be able to test for HIV. We should not be doing this to those poor people."
We've all dealt with similar questions. It's the ones where you can explain that you have to be able to verify that the urine specimen is their's. Or that you need to see their license to verify identity. Or that HIV is dealt with like any other potentially-terminal contagious disease.
And such people aren't moved by your answers. What they are moved by is authority. Because there is a tiny percentage of the population that acts like small children asking, "Why?!" And because parents sometimes have to say, "Because I said so," that's the way these folks must be dealt with, too.
My variety of "Because I said so" for these folks is "The insurance company requires it. It's their regulation. I'm sorry, but my hands are tied." Or something like that.
Because while ultimately the individual has the right to refuse my services, it is ethically inappropriate to, for example, not verify identity, or cheerfully accept a room-temperature urine specimen. I won't argue with these folks or cajole them, or whatever. In the end, I just say: "We have to do it this way." Because sometimes we do.
Explain Yourself!
Yesterday, when I was talking about EKGs, I mentioned the importance of telling what you are doing. This is a follow-up on that.
Explaining yourself is important in
everything we do in this business, not just with EKGs. Because while you know what you're doing, 99% of the people you see don't have a clue about what you're doing and why. Sometimes people will ask, but more often, they'll just look puzzled. If they ask, you answer. If you don't know the answer, say so (nothing is more amazing in life than honesty), but tell them you'll get back with them about the answer.
So I'm pretty chatty with folks. Even when I don't feel like it. Explain, for example, a lot of stuff about blood draws, since most people (even those familar with them) are pretty nervous about it. I explain why I'm putting a touriquet on their arm and why I'm breaking the seal on the needle. (Which also has the effect of letting them know that the needle is new: some older folks remember when needles were re-used. They might not ask out loud, but some of them will wonder if the needle you're using on them is new). I explain that the tubes are vacuum tubes, and that the blood will just go in, and that there's nothing they have to do. That sort of thing.
Part of being a professional is that we have knowledge that the general public doesn't have. Anyone can sweep a floor. You, however, have particular knowledge and skills that you're using to do your job. Just let your clients know that you do, and what it means to them. They will appreciate it, and it will make your job easier.
Picturing Yourself Succeeding
"Formulate and stamp indelibly on your mind a mental picture of yourself as succeeding. Hold this picture tenaciously and never permit it to fade. Your mind will seek to develop this picture!"
Dr. Norman Vincent Peale
Should Men Examiners Do EKGs for Women?
At least one of the big 4 companies (maybe more) has a firm rule: male examiners cannot do EKGs for women applicants. How should guys like us handle rules like this when we are independent?
When I was a bit more attached to this big 4 company, the manager and I worked out an informal, don't ask, don't tell kind of arrangement. I basically put my foot down, and nicely told him that if they tried to enforce this, I would take my business elsewhere.
Not because I get some thrill out of doing an EKG for a woman (anyone who does really ought to get help) but because following such a rule needlessly hinders me from doing business.
Now, of course, men (and women) should be sensitive to client concerns. If a woman gives me the slightest indication that she would prefer me not to do an EKG (or any other procedure) I'll make other arrangements for her. Honestly, most women don't care. If an examiner acts in a professional, business-like manner, no one's going to think that he's coming on to her.
(I think I also find it irritating that the rule's not enforced the other way around. Women examiners do EKGs for men, and no one blinks).
How to handle this situation.
First, I am very straight with companies I work for. This is part of the way I do business. If this is troubling to them, there are other fish in the sea.
Secondly,
be sensitive to what folks you're examining are saying, and what they're not saying. If someone seems troubled by something, try to read them. This is especially important when there's a cross-cultural situation going on. For example, a few weeks back I had to see a woman who was Hmong. When I got to the house, I reached out to shake her hand, and she seemed puzzled, as she was putting forth both hands, and I realized that while most Americans shake with one, this woman was comfortable clasping both of our hands together. I did, and she was almost instantly more at ease.
Third, when doing
any procedure,
explain what you are doing. Don't assume that someone understands medical terminology. I am a "registered nurse," not an "RN" (nurses are always surprised to find how many people don't recognize "RN"). I ask people to "fast," or even better, "go without any food or drink, except water," not "You need to be NPO." Same with an EKG. Explain that you'll be doing this test to check how their heart is operating, that you'll be attaching some stickers to their body to get readings for their heart, and that there's no pain, and that they can't be shocked by the machine. (You'd be surprised how many people think that's going to happen). Also, tell them what you're doing when you're counting the rib spaces. They don't know. You do.
Fourth,
act disinterested. I don't know any other way to describe this, but act like you're plugging in the Christmas lights. Body language is important here, too. It's easy to get too close to anyone if you're comfortable with them. This can easily be read as "intimate" acting, when all you're trying to do is be friendly. Just keep a distance. Folks appreciate that.
How to Avoid That "On-Time" Problem
When you're first starting in this business, you'll likely have problems with time, especially if most of your exams are mobile.
Because you'll not be quite sure of how long a particular procedure will take, or you won't be sure how long it will take to get from one place to the next, etc.
As you become used to it, you'll usually be able to give a pretty good estimate: how long the appointment will take, how soon you can get there, and whether you'll hit traffic on a particular road.
But here's a way to help with the time problem, whether you're new or not so new.
Listen carefully. When making an appointment, suggest, "I can be there at, like, 10, 10:15, around that time, would that be OK?" Which means, of course, that you're planning to be there at 10, but they won't be freaking if you get there at 10:15. It gives you some slack, which you will need sometimes.
For 99% of your appointments, this is fine. For folks who
have to do it at a certain time, they will tell you, and I make being on time (or even a few minutes early) for them a priority. But most people have at least some flexibility in their schedule.
Letting people know if you're going to be late is important. Even if (to use the above example) if I'm going to be there at 10:20, I'll usually call, because they appreciate knowing you haven't forgotten them.
But putting a bit of flexibility into your schedule is a good thing. This is not an exact science. And as long as your appointment is cool with it, this helps to avoid drivng yourself crazy.
Everyday Life and Success
"The victory of success is half won when one gains the habit of setting goals and achieving them. Even the most tedious chore will become endurable as you parade through each day convinced that every task, no matter how menial or boring, brings you closer to achieving your dreams."
Og Mandino
What's Scaring You?
It's Sunday night, and here's your assignment for the week: I want you to do something that scares you. Or something you've been avoiding. Or something you just hate doing.
If it's something you can get someone else to do, get them to do it. In other words, if you just hate mowing the yard, and you can find someone who will do it for $20, let them have the business.
What I'm talking about is something that only you can do. But you're not fond of it.
For most people, this involves something (or someone) personal. We hate making that sales call. Or we avoid calling that agent Ms. Jones, because she's always in a bad mood. Or you hate doing paperwork.
When we dislike something, we usually spend far more time avoiding it than doing it. If we just go ahead and do it, it's often over with quickly, and out of the way.
So make it a goal this week to do something you're not looking forward to. Make that phone call. Or do the paperwork every day, so it's not this pile staring at you on the desk.
The important thing is not to spend time dreading something. Just do it. Don't make life complicated.
This has nothing to do with your business
... so don't write to complain that you weren't warned.
So December is on in full blast. And if you're like me, you don't have a lot of spare time. (There was one memorable December when every night for 2 weeks was spoken for. Whew).
And cooking in such a time isn't easy. So I'm giving you one of the easiest recipes (apart from take-out pizza) that you can use during this time. Or any time: it's a recipe that you can easily make once a week. People like it, and seldom complain, "Oh, we had that
last week."
Take a whole chicken. Yes, the whole thing. Not cut up. Wash it with cold water, and let it dry in a colander or something for a few minutes. Cut up half a lemon and peel a few cloves of garlic. After the chicken is not dripping wet (this isn't an exact science, folks) cut the little wing tips and the tail off.
Now set the whole chicken on the grate of a roasting pan that you have
already covered with aluminum foil. (Make sure you've poked a few holes in the foil, so the juices can drain). Cover the bottom of the pan with foil, too, the better to clean it all with. Now stuff the lemon pieces and garlic inside the cavity of the chicken, and shake some stuff on the outside of the chicken: I use paprika, lemon pepper, black pepper, maybe some ginger.
Do not skin the chicken.Pre-heat your oven to 275, and put the chicken in there, and forget about it. Go do some appointments, address Christmas cards, worry about why agents aren't calling you, whatever. Just leave your chicken friend alone for 5 or 6 hours. Don't peek, don't braise it, don't even think about it.
5 or 6 hours later, take it out of the oven.
Let it sit for an hour or so. Room temperature is fine, so long as your house isn't 97 degrees.
After an hour or so,
tear the chicken off the bones. Don't cut it. That's too much work. Just tear the pieces off. The skin is a special treat. If you don't eat the skin because you're trying to avoid fat, ask yourself whether your health insurance covers therapy. If -- after therapy -- you are still unwilling to eat the skin, give it to a worthy friend or neighbor. Most children are especially appreciative of the crispy, succulent skin pieces.
So why am I telling you all this? Because this is just about the best recipe present you can give to yourself.
The chicken takes -- I've timed it -- about 15 minutes to prepare. It roasts without you having to do anything about it.
It's flexible. 5 hours, 6 hours, even 7 are no problem, because at 275 (don't cheat and try to do it higher) the skin will be crispy, and the insides moist and juicy.
It's good hot or at room temperature, or even cold.
The leftovers are wonderful, and make a great sandwich.
Best of all, if you want, you can make this for guests. They will love it, and you'll get a reputation as a gourmet cook. And that's a nice reputation to have sometimes, even if I should get all the credit.
: )
Missed Blood Draws
On a discussion group post, one examiner was asking about missed blood draws. My response:
"Frankly, I think you are being WAY too hard on yourself. Everyone misses, and your numbers are nothing out of the ordinary. Sometimes the fault is you: you're tired, you're distracted, you're nervous, whatever. And sometimes the applicant just has small veins, is obese, whatever.
Just don't compound the mistake by digging around with the needle. If you don't get the vein at first, take it out, apologize, and start over. (Digging around hurts, increases your likelihood of causing a bruise, and almost never works).
If you do 2 sticks, and don't get it, just stop. The applicant may tell you that, "At Dr. Blank's office, they always stick me 11 times before they get it." Well, let them do that at Dr. Blank's office. An applicant will appreciate your honesty in saying, "It's just not working today," and telling them that you'll work something out. Then call the office (if this is one ordered through a company) or the agent (if a remote order), explain the situation, and ask where you should go from there. If an insurance agent has been in the business for more than 2 weeks, they will know that sometimes, it just doesn't work."
The Other Insurance You Need
Of course, you have auto insurance. But if you don't have comprehensive on your policy, you're missing out on the cheapest bang for your buck that you can get out of your policy.
Comprehensive is a very inexpensive addition to your policy. It provides for several things, but in most cases (be sure to ask your agent)
it will replace a broken windshield, or other auto glass.I am not a big believer in having too much insurance. Lots of folks have way too much, and pay way too much. But I break my rule with comprehensive and buy the very inexpensive no-deductible coverage.
Because the first time you get a broken windshield, you'll have paid for several years of coverage.
With my no-deductible comprehensive, when I get a broken windshield (which happens every year or so) I take the car in to the glass place, leave it for 2 hours, and pick it up with a fresh windshield. All I have to do is give them my auto insurance policy number.
Like you, I drive a lot. And like you, I face hazards on the highway. I like hazards I can manage. A broken windshield is one I can manage quite easily.
2 Kinds of Insurance You Should Have
I'm not talking to you about life insurance. Or health insurance.
These are 2 that are really good for you in your business. Because you -- like me -- probably do a lot of driving. A lot.
The first you should have is a AAA (American Automobile Association) membership. Technically, it's not insurance, but one of the benefits is to insure you in case of car trouble.
AAA membership provides for a limited number of roadside assists during a membership year. What it means is that if your battery dies, someone will come along and jump start for you. Or if your tire goes flat, someone will come out and change it for you. Or if your car just dies some place, you can get it towed.
You can argue that you can always jump start a car yourself, change your tire, or whatever. But I like the assurance of having someone else do the dirty work for me.
(Not to mention that AAA membership provides for discounts on a whole slew of goods and services. Things like hotels, resort admissions, etc.)
One suggestion, too, to women reading this. There are always guys who will feel pity for a damsel in distress. Women should not hesitate to use this to their advantage. If you're having car trouble and a guy offers to help, take him up on it.
Tomorrow: the other insurance you need.
Should you be "loyal" to a company?
If you're a manager with one of the big 4 (or the "gang of 4," as I call them ... it's a 70s joke ... ), what's cheaper: to keep an examiner by paying more money, or by making the examiner feel guilty?
You've probably heard this, or something close: "Will you be loyal to [fill in the blank with the name of a company here]?" And examiners feel guilty. They worry that if they take their business elsewhere, that manager might lose her job. Or whatever.
The issue is not being loyal. As an examiner, you owe loyalty to you, to your customers, and to those you examine. If you're staying with a company or branch office because you would feel guilty if you took your business elsewhere, that loyalty is costing you a heap of money.
The manager, regional reps, office staff: they are not there to be your friends. Oh, I hope you like the people that you work with, and I hope you want to help them out whenever you can. But the best way they can be your friend is by paying you more than anyone else does.
It's like I always recommend:
let everyone you do work for know that you work for more than one company. If you don't, they will treat you like the endentured servant that you have made yourself.
Be loyal to your spouse, your friends, your children, parents, whatever. But a company is a company. Don't confuse these matters.
And have a good weekend. Don't work
too hard.
Growth and Fear
"One can choose to go back toward safety or forward toward growth. Growth must be chosen again and again; fear must be overcome again and again."
Abraham Maslow
1908-1970, Psychologist
How to Lose Business, Quickly
What's the easiest way to get agents to
stop calling you?
Easy.
Be very bad at blood draws.
Because
it's the one big thing your appointments are afraid of.There are always a few people who are afraid of getting weighed. Or a few with concerns about privacy. Or they're embarrassed about something in their medical or family history.
But you all know as well as I do that the main thing people are wimps about is getting stuck.
You can make a lot of mistakes with this business. You can be unpleasant, chew gum, have BO, whatever, and most people won't be thinking about it 10 minutes after you're gone.
But hurt them with a needle, and they remember. For a long time.
Make this a goal for your business:
you will hurt people as little as you can. Of course, getting stuck is no fun. Of course, you're going to have days when your sticks just don't seem to work. But make hassle-free, (relatively) pain-free needle sticks your priority number one, and business will come to you.
Sometimes your biggest advertiser is your competitor. Cause if you've got competition that's hurting people, but your reputation for blood draws is good, agents will come flocking to you.
Watch What You Say
"Kind words can be short, but their echoes are endless."
Mother Teresa
The Importance of Business Cards
Business cards are cheap, but they are among the best sales tools you'll ever have.
Do a Google search, and you'll find inexpensive sites selling cards. Buy a thousand of them, and keep them on hand.
When I give an agent my cards, she doesn't get
just one, as if they were somehow selling for $5.99 each. I give her 5 or 10, and ask her to pass any extras along to someone else if she thinks about it, or if not, "Just trash 'em," and you laugh. And she'll laugh, too, but you'll be surprised at how many agents will indeed pass the cards to someone else, and 2 months later, an agent will call you and say that the first agent had given them one of your cards.
Business cards are miniature billboards. Put your name on them (obviously), contact information (phone numbers ... all of them), your address, email, website if you have one, and a slogan such as "Mobile paramedical exams at your client's home or work location."
If you can get them relatively cheaply, and if your picture won't frighten any children who happen to see the card, put your picture on the card. People love pictures, and the agent can also pass the card along to clients you're going to examine, and the person will see that you even look friendly, and that you don't have a 2 foot needle in your hand.
Getting More Business
A reader writes:
I recently went into paramed exams full time and on my own. Previously, I was doing this parttime and now have talked to a good number of agents promting my new company. Unfortunately, they aren' t calling me. Is it the time of year or maybe the agents are concentrating on medicare as the window of opportunity is now? Give me advice as to how to increase my business. I have developed some information sheets that the agents can share with their clients as to how prepare them for their paramed exams. The response has been positive from the agents so far but again I have yet to receive calls. What can I do or how did you go about promoting and getting calls for paramed exams.
Getting customers is the hard part. When we promote our business, we're asking the agent to take a risk. Will this examiner alienate a hard-won client? Will this person be rude, unprofessional, or whatever? And will the examiner be hard to deal with?
Ironically, part of any good sales is not appearing desparate. Even when you really, truly
ARE desparate. Because people can smell desparate a block away. And when we seem desparate, the agent starts to wonder why, why we're desparate, and why we don't have any more business. Even crazier, you'll find that the busier you get, the more your services will be in demand.
These are my suggestions for getting agents to call. I go in at times when they will be there (mid-morning is often good for this). Of course, if the agent is not there, I leave some cards with a secretary, but speaking to the agent individually is the best.
I want to seem professional, but approachable. I don't dress in a full business suit, but in what I call business casual. I try to be genuinely friendly (I tend to like most people, and this is not a difficult thing to do for me) and introduce myself, and explain that I do paramedical exams. If the agent seems uninterested, I ask if I can leave a couple of my cards, and leave it at that.
If on the other hand, the agent is friendly, interested, or whatever, I explain a bit more, telling them what area I cover, that I can do exams at the client's home or work, that sort of thing.
If the agent says, "Well, Joan Doe already does all of my exams," then I respond, "Well, that's cool, but" -- and here's the important part -- "if Joan's ever unable to do one for you, I'll be happy to pinch hit for her." If I know Joan, and know her to be a good examiner, I might say so: "Yeah, she does a good job."
The important thing is to get a foot in the door. And if the agent later calls and says, "Joan is going to be out of town this weekend -- could you do an exam for me on Saturday morning?," I just respond, "I'd be happy to." Never, ever say something like, "I wish you'd call me more often," or something like that. If you are friendly, approachable, and willing to be of service, agents will call.
Remember, too, that examiners often go in and out of this business. If you make a steady effort to introduce yourself, hand out cards, even stop in the office just to say hello, agents will remember when their faithful long-term examiner decides to do something else.
It's important to remember that hard selling doesn't work in this business. If you're a hard-ass with them, they assume you'll be a hard-ass with their clients.
An Invitation
If you have news about this industry, consider this a chance to pass the word on. I welcome your comments or emails to me. If the news is worthy of writing up, I certainly will.
I'm
not suggesting that you breach confidentiality or pass along trade secrets. But news, information and reports of innovations don't get reported very well or in a timely fashion.
Don't assume that someone else has passed along the word. Maybe they have, but likely they haven't. I'd like to help us all by passing along news. Send them along.
More About Portamedic
One reader sent these comments:
"Their office made me fill out so many forms, and jerked me around so much, they kept telling me over and over "we'll start you this week" then they would ask for more info--- they even made me give them a copy of my passport!They have a manager, a lady who is so rude, I was talking to the receptionist and she just interrupted and said "I am who you need to see" When in all honesty, another manager Lisa, told me to avoid her at all costs and just give the receptionist my package and get out and wait for her to call. She said she could get me 40%. Promised me!!!After treating me like crap, she handed me a huge stack of her cards and said send me directs, well I was just looking to supplement my income, because my loyalty is with EMSI, I asked her what kind of commision she offered, and she laughed in my face. Nothing she said! Unless I can send her 150 cases a month....Then she said, after that, we can talk.....Later in the week she heard about the 40 % and took the steps needed to prevent me from starting. Huge waste of my time...yes her cards went in the trash ~"Wow. In all honesty, I feel a little bit sorry for people in an office like this. They are dinosaurs, waiting for the climate to change. It's not going to change.
Offices that treat examiners like this are probably treating agents and folks being examined the same way. And they can't figure out why they're losing business every month. Portamedic has just gone through closing a number of offices. More will come later, I suspect.
A couple of observations. First, you did the right thing to throw out the cards. Someone like this is toxic, and all it will do is drag you down.
It's not worth the hassle, even if the pay were better.
Second:
40% is insane. Maybe it's within the realm of reasonable
if the examiner is new,
if the examiner is not bringing in any cases, etc. But otherwise, no. There's no reason to work for that little. Offices that bring people in for that amount (or less!) are just guaranteeing that there will be a revolving door of examiners, people who are desparate or curious or testing the waters, and when the first irritation comes along, the examiner quits. I don't blame them.
Bottom line?
If someone doesn't respect you when you first contact them, it's likely that nothng will change. Everyone has bad days, and I don't hold that against them, but someone as described above is someone who's a perpetual pain.
As I mentioned earlier, I've dealt with Portamedic for years. The office I dealt with had a superb manager who was fair, honest, and treated people well. Not surprisingly, he had a loyal and competent staff, both office and examiners. But they closed his office last week.
This is part of the logic in some upper-management at some of these companies: get rid of a local presence, and expect business to increase. It won't. They did a similar move in late 2001, after the 9/11 events, when business overall (my personal work, to my surprise, didn't suffer much) decreased: they decreased examiner percentage pay by 1%. The logic here escapes me. If I want more of something, I pay more for it, not less.
But dinosaurs didn't move quickly, and they paid the penalty. I suspect that some of these companies will suffer a similar fate. The smaller, more nimble companies (there are dozens of them) move quickly and respond quickly to the market and examiners. It's partly because they don't have multiple layers of management. But the primary reason they can respond quickly is because they don't think they are somehow owed business, and they know they have to fight for it. That's good for customers and good for us as examiners.
Avoiding Problems With Urine Collections
If I have any doubt that the person I'm seeing will be able to collect a urine specimen, I get that first.
This helps if they forgot, and can't get the specimen right away because they have time to drink some water while we're getting the rest done. In other words, I suggest getting the specimen first, and if they say, "Oops, I forgot," then I can get them to drink some water, and we'll try again at the end of the appointment.
Also, if someone tells me they just can't possibly have "enough," I encourage them to give it a try. Most people -- unless they are really dehydrated, will be able to get enough for our purposes.
Reminding them about the specimen when making and confirming the appointment is important. Encourage them to drink a lot of water prior to the appointment. It helps the urine to be a clean one, and also helps them to get the specimen at all.
That December Problem
If you're like me, you're already starting to notice what I call the December problem.
Folks who are busy, busy, busy with everything else, and just don't want to make an appointment with you.
Of course, if they just aren't going to do it, there's not a lot you can do. But these things might help.
1. Stress amount of time. Normally, 20-30 minutes is how long an exam takes. (If you're new to this, it might take slightly longer). But when pressed, I can easily get something done in 15 minutes. This involves a minimum of niceties, no chit-chat, and an easy blood draw. Almost anyone can take 15 minutes.
2. Consider working slightly crazier hours than you're accustomed to: maybe start earlier, work later, and expand some weekend times.
3. When you speak to agents, offer to go with them for appointments that are pretty sure things. I don't normally do much of this, just because sometimes folks aren't quite as sure as the agent thinks, and I end up not doing an exam, but this is definitely a time-saver for clients.
4. Don't drive yourself crazy. Some people just aren't going to do anything in December. Your agents will understand
if you keep them informed. Just let them know what Mrs. Jones told you, and that should work.
5. Be courteous to clients. If they don't want to do something when it's good for you, they have a reason. If you don't pressure them, they will appreciate it.
6. Know that the Christmas week is pretty much shot for work. Take a few (or more) days off, and enjoy the season.
Saving Time With Blood Draws
To save time on blood draws, always examine both arms first. This helps you find the best vein, and saves the time and frustration of more than one stick. When people volunteer that "they always stick my ___ arm at my doctors," I just tell them that each day is different as to how the veins stand out, etc., and I have to make the call that day. (If you say it with a smile, people don't get mad). The ONLY time they get to dictate which arm are the obvious cases, such as a woman who has had one breast removed, and has been told to avoid sticks on that arm.
Should I Sign on with Portamedic Direct?
Bashing Portamedic (or any of the other big exam companies) is a sport lots of examiners participate in. I don't.
Like all companies, Portamedic has a lot of good offices, good people, and good examiners. My issue with them is that the company operates like a dinosaur: it's big, it's lumbering, and it doesn't move quickly.
Portamedic Direct is their attempt get examiners who are not content with, say, 28% of billing. Unfortunately, I haven't seen a good reason for going with them. Portamedic doesn't have online access for examiners and they don't an online source of exam forms, among other things. Other companies -- such as Superior Mobile, in San Diego, to pick one example -- do. And SMM offers 75-87% (depending on the company) of billing. Why should someone bother with Portamedic's slow response to technology, when other companies are already ahead of the curve?
I'm not telling anyone to avoid Portamedic. I would encourage any examiner to meet with the manager at your local Portamedic office, and get signed on, to do exams called directly into the Portamedic system. Negotiate a good rate (I would suggest a bare minimum of 65%, but if you're at all good, it should be more) and work for them. But make absolutely certain that they know that you're doing work for a variety of sources. What you want is to make Portamedic (and the other companies you work for) compete for your business.
Another Way to Avoid Time-Wasters
If you want to waste time when doing your work, there are various means of doing it. This is one of the big ways.
You will find that there is a percentage of the population who are hypochondriacs, and love to talk -- at length -- about illnesses and meds. You must gently inform them that you cannot talk about this, that you must get their exam done, and be on to your next appointment. If they ask you for medical advice (hypos love medical advice) remind them that it is unethical for you to advise them medically. Which it is.Again, don't be unkind. But it's not your job to give them medical advice. And you don't know enough about them to provide it. But given the chance, these folks will take huge amounts of time. Let them waste it on someone else.
Succeeding by Failing
"I've missed over 9,000 shots in my career. I've lost almost 300 games. 26 times I've been trusted to take the game-winning shot...and missed. I've failed over and over and over again in my life. And that is why I succeed."
Michael Jordan
Professional Basketball Player
The Easiest Way to Save Time When Doing an Exam
The fastest way to shorten time is to avoid chit-chat with the client. You don't want to appear unfriendly, but you are there for business, and not to be their friend. I can usually get an exam done in 15-20 minutes. I remember one competitor who laughingly recounted that she had spent 3 hours at one appointment. (She and the client -- another woman -- had actually done some folk dancing while she was there). This examiner didn't last long.
When Someone Thinks You're Wrong
"Whatever course you decide upon, there is always someone to tell you that you are wrong. There are always difficulties arising which tempt you to believe that your critics are right. To map out a course of action and follow it to an end requires...courage."
Ralph Waldo Emerson
1803-1882, Poet and Essayist
So You've Got Somebody Who's Rude ...
I'm sorry you're getting some rude clients. When it happens, say to yourself (I am serious here): "I will be out of here in 20 minutes." Then get in your car after you are done, turn the music up loud, and forget about it. There will ALWAYS be rude people. It's part of life. You will also find that normally the rude ones are a very small proportion of your appointments. They just SEEM like a lot of people because we remember them so well. But don't EVER let rude/irritating/annoying/whatever people make you quit.
What if I Get an Order I Can't Take Care Of?
Basically, I take ANY order called in to me. I want the agents to be in the habit of calling me. If it's too far, or if for some other reason I can't personally do the exam, I tell the agent, and say that I'll find someone who will take care of it. I just get the information, and call someone I know will do it. But the agents keep calling back. That's good. In other words, I don't suggest, "Here's this number. Call them to get this one done." I take the information myself, and call the number. I don't make any money from such a call, but I do keep the agent from contact with one of my friendly competitors.
How to Make More Money
The fastest way to get a higher percentage is to sign on with several companies. Make certain that each one knows you are doing this. And keep insisting on a higher percentage. When "favors" are asked of you (doing exams at odd times, etc.) make certain that you don't do the "favor" without linking it to a percentage raise. Be ruthless about this. If it troubles someone, too bad for them.
Photo Time
For all of you who've wondered what I look like, here I am (June, 2006) at my daughter Alex's high school graduation. My wife Amy is at the left. We are also blessed with 3 other children: Matt, Katie, and Rachel.
Are You New to This?
If you are a new examiner, you're quickly discovering that there's more to this than the medical part. (I'm assuming you've already got that under your belt). I'm happy to help with other aspects of this business. Please post your comments and your questions, or just say hello.
Can You Meet Me at McDonalds?
Or Wal Mart. Or wherever.
Sooner or later, if it hasn't happened already, you'll get this request: "Can I meet you some place else?" This is someone who doesn't want to do
any of the options I suggest: not at their home, not at their work, not at their insurance agent's office, not at
my office.
Instead, they want to "meet some place public." Usually, McDonalds is the first place they suggest.
And my answer, except under the most unusual circumstances, is no. I think your answer should be no, too.
Reasons?
1. Something odd is going on here. I don't know what it is, but there's a reason they want you to do their blood work at a fast food place. And whatever the oddity is, I'm just not going along with it.
2. It's unprofessional. Would you want -- even if you were suggesting it -- to meet your doctor at McDonalds? Of course not. Doing this kind of thing degrades your work. Don't be dragged down by such nonsense.
3.
Even if no one at the location objects -- big "if" here -- do you really want to draw blood, collect urine, whatever, at a location like this? This is not a knock on McDonalds or any other place. It's just not their job to provide a place to get this done.
I'm very flexible. I will basically meet people where it's good for them, at a time that's good for them. But everyone has lines that we must draw. This is one of them. You -- as a professional -- must control the surroundings where your work will be done. This kind of a public place is not where you should be doing your work.
Getting From Here to There
99% of what I do is done at the client's home or office. Getting accurate, reliable directions is important.
Here's what I do. When an order is called in to me, and when I've set up the appointment, I tell the client I can meet at their home or office. Make sure you know whether the address they're giving you is at their home, office, or whatever.
Next, repeat the address. Don't assume the city name: you may be thinking of a similar street name, but be also thinking of the wrong city.
Ask them for directions. I'm a big fan of on-line directions (more about that in a minute) but your client will know about construction work, a short-cut, whatever.
If they are hopeless about giving directions, are not fluent in English, or whatever, ask to speak to someone else who can give directions.
Remember to ask for
landmarks that will help you find the location: stores, prominent buildings and the like are good for getting you oriented.
Make sure you have
as many contact phone numbers as are available. If you're speaking to them on their cell phone, ask if they have a home or office number, "just in case I can't get through." Build redundancy into your work.
Whenever possible,
I check internet directions while I'm speaking to them. This isn't always possible, but when I can, I do. This allows me to check obvious questions I might have about getting there.
(A word of caution.
I don't tell people I'm checking for internet directions. Most younger people (say 35 and below) will assume you're doing that. Some people will feel insulted, as though you are checking after them, which you are. Older people in turn will often have no clue what you are talking about if you tell them you're going to mapquest the directions, and you'll end up having to try to explain it).
I use
Google for directions, because it has proven reliable in the past. Just go to Google and
type in the full address.
For most addresses, Google will bring back
3 options: Google maps, Yahoo maps, and Mapquest. I usually use Mapquest. Click it on, and you'll get a map.
Go below the map, and see
"get directions to above location." Type in your starting location (where you'll be when you're heading to the appointment). Read the directions. If it seems like you're talking about 2 different spots, clarify that.
For very new housing developments (very much an issue in North Carolina now) one of the 3 options may be unable to find the address. One of them usually can. If none of them can, that's usually an indication that either (1) the address is
very new, or (2) -- and more likely -- you've got a wrong mis-spelling, a wrong city (very easy to do when a bunch of cities are close to each other.
Finally,
print out the directions and staple them to the exam order. I don't usually print out the map, unless it's an unusual situation, or an area I'm not familiar with.
If You're Not Busy ...
Everyone has slow days. Days when the phone stops ringing, when no one will make appointments, and when you start wondering what you've done wrong.
The reality is there's nothing wrong. These slow times happen. When they do, catch up on paperwork, make sales calls, or go to the beach.
What you should
never do is tell people you're not busy. Because people wonder what's the matter if you're not busy.
It's a little like if you went into a nice restaurant at 6 p.m. on a Friday. And there's no one there. If you're like me, you start to wonder why no one is there. Has something happened? Has the chef been fired?
Probably not. You just happen to have hit the restaurant at a quiet moment, and things will likely pick up by 6:30.
I'm always "busy," in the sense that I have things I need to do. Being busy doesn't just mean having an appointment, although that's what pays the bills. So when an insurance agent calls and asks if I'm busy, my answer is, "Yep, I sure am."
Because when you tell someone you're not busy, they either think something's gone wrong, wondering if you're not as good as you were, or they wonder why
they are calling you when no one else is.
The other problem is that there are people who will take advantage of your quiet spells, and make unreasonable demands, be rude, or whatever. These are the folks who will call you at the last minute, interrupt meals, or whatever. But if they think you're busy, they're less likely to do that, and will tend to respect your time.
Get in the habit of telling people you're busy. "Busy" is busy, even if what you're doing is playing ball with your children, or going out for dinner with a friend. Respect your own time, and others will, too.
Here We Go
Greetings, and thanks for visiting.
This blog is devoted to information for paramedical examiners.
We're the medical people who help folks get the best deals on their life insurance by providing medical exams, lab work, and such. This blog is to help you do your job better.
I'm a RN (Registered Nurse) who's been doing exams since 1980. I work at this full-time, and also write (my first book is
Dare to Be Free: How to Get Control of Your Time, Your Life, and Your Nursing Career and it's available from Amazon.com, or any other bookseller).
Your comments, thoughts, and suggestions are welcomed. I hope your day is a good one!
