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Practice Management > Marketing and Communications

8 signs your practice runs you

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  1. Thinking you can have either a top-producing practice or a good life–not both.
  2. Not having systems that produce a steady flow of ideal referrals.
  3. Compliance issues that slow you down.
  4. “Feast or famine” net income.
  5. Placing personal health on the back burner.
  6. Pushing products and taking orders.
  7. Not targeting a viable market of ideal clients in your marketing efforts.
  8. Not balancing low-hanging fruit with high-value strategic plans.

Maybe you’ve already tried to address the above issues. Maybe you’ve purchased courses, books, DVDs or CDs, or even paid for expensive consulting on the topics. The bottom line is nothing you have done so far has worked.

Chances are there are some “blind spots” keeping you from taking action. Why? Unlike a computer, human beings observe and react to information through three interwoven portals: language, emotions and the body.

Here is an example: One client told me, “I have a file full of ideas on CMRs, but I just haven’t found the time to decide. Can you recommend one?” I said, “I noticed when you were speaking you folded your arms and your voice seemed monotone. Can you tell me what you were saying to yourself in that moment?”

He thought for a second and then, with surprise, said, “I’m saying that I’ll probably make another mistake and waste money.” He also realized this assessment was keeping him in a state of confusion and inaction.

Once he noticed how this blind spot was getting in his way and we worked on helping him “see” from a new perspective, he was able to finally choose the right system for a top-producing practice.

Once a person looks at a problem with “new eyes,” it often allows for flashes of insight that seem to come from nowhere. These insights create new energy and motivation to change. But it can take time for new habits to replace outmoded ones. Practice is crucial for lasting success.

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Debbie Nixon, founder of coaching company Masterful Advisor, has more than 20 years of experience as a financial advisor, coach and performance expert. For more information and tips from Nixon, go to


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