My client was taking price objections personally.
​
"If they don't want to invest to work with me, they're not my ideal patient."
​
For her, this mindset felt abundant and self-affirming.

I understand that - you shouldn't settle for less than you deserve as a professional.

However...

You're not entitled to patients.

This mindset implies that the clinician is the prize, and loses sight of the fact that patients don't come in for US, they come in for THEMSELVES.

When we approach patient interactions in a self-oriented mindset, we're inclined to be defensive and self-serving instead of open, engaged, curious, and patient-serving.
​
​
So my client and I worked together to shift
​
FROM:
"I deserve to get paid what I'm worth"
​
TO:
"I facilitate an environment where my patients are intrinsically motivated to pursue better hearing, and see the value in their investment in it."
​
​
The Old Mindset
▫Me-Centered
▫Assumes the patient's responses are a reflection of your worth.
▫Attached to the outcome.
​
​
The New Mindset
▫Patient-Centered
▫Focuses on being a change-facilitator and guide
▫Detached from the outcome
​
​
What happened when she made the switch?
​
✓ Her attitude shifted - she wasn't always upset at patients
✓ The practice culture shifted - they refocused on patient-centered values
✓ Results followed - treatment acceptance improved over 10% and revenue increased at a six figure/year rate
​
​
The Takeaway?
​
In patient care, your patient is the Hero and you're the Trusted Guide.
​
Behave accordingly and look forward to more fulfillment and results.