Do you treat your referral network like the TV show, The Bachelor?

Are you running around trying to give your love to too many people in too many places?

If you’ve seen The Bachelor, you know this almost never works out well in the long run.  

If you’re scratching your head wondering what I’m talking about, here goes…

If you’re running around trying to visit too many different referring doctors or too many different types of referring doctors, you will end up seeing everyone and yet no one all at the same time.

What?!?!

Here’s what I mean by that…

If you’re trying to see so many different offices that you end up only seeing each office once or twice a year (or even less in some cases), you’re not seeing any one office enough to make an impact. 

You end up seeing lots of people, and yet no one remembers you.

Hence, you’re seeing everyone and yet no one.

Are you with me?

So… What’s the solution?

Shrink your list.

Go deeper with fewer people.

Ideally, you want to see referring or potential referring doctors monthly. Create a call plan that allows you to do that with a more focused group of doctors.

Not only does this create a more manageable schedule, but you’re also able to develop deeper and more meaningful relationships. 

We call the process of creating the ideal call plan Territory Design and we teach practices exactly how to do this in our courses. 

Harvard Business Review indicates that just by improving your territory design (with no other changes, I might add), you can increase referral volume by 2 – 7%.

That’s why Territory Design is the first thing we teach in our Cohorts and Courses.

If you’re interested in learning more about Territory Design or joining one of our upcoming Boot Camp Cohorts, give us a call!