Building Warrior Consumers through VIP Affairs
By the end of this writing, you will be able to develop people that are passionate about your work and committed to helping the mission grow.
BUILDING WARRIORS!
Have you identified the ideal patient or client yet, or how to define your Warriors?
If you had been building 40-50 radically committed people every year for the last 5 years, that’s 200-250 amazing, supportive, mission-based people you’d be working with right now. Without building warriors intentionally, the numbers are generally only a handful and leave you in start-up or building mode throughout most of your career.
To accomplish this career-transforming task, you look to maximize the amount of time you spend with and in front of your people. This with the goal of creating lifetime connections and becoming a true health and life-coach. There are many concepts and event-driven initiatives that cause warriors to be born. One concept is a VIP program.
The VIP meal:
Of all of the parts of the VIP program, I really love this one. In terms of generating joy in practice, there’s nothing better than a patient that really gets it, values it, and has become part of the mission. Economically, just the VIP process alone has easily generated millions in any location that has done it regularly and has no cost to getting people there.
You provide an invitation to four or five of your existing couples for lunch or dinner. Some of them are already great members of your practice or business and others may still be on the fence.
The basis of the process is that during the meal, after spending time getting to know them in this intimate setting, you allow time for them to share their stories with each other as to how your mission has impacted their lives.
Additionally, to check the pulse of my best people and find out how I am doing, I always start with the statement, “I believe you all know that this is my calling or mission and not a business.” Their responses both verbal and non-verbal tell the story of how well I’ve behaved and communicated the mission to them.
As dinner or lunch is wrapping up, and I’ve had some one-on-one time with everyone and they have all had an opportunity to share, we get to work. First, I want to make sure they know this meal was about thanking them and serving them better. I then go into the crisis in our community and how through the work I do with them, we are saving people. I get very specific about how their engagement serves them and get commitments to future products and services designed to take their lives to another level.
Next, I take out a notebook, get focused about the mission that we are on, and ask three important questions. The context of these questions continues to revolve around maximizing my service to them, and how we can take this mission to Main Street to save even more lives.
The 3 Questions:
- What was it that most attracted you to us and made you into such a model part of the mission?
- What can we do to serve you better?
Talk them through how you can help them achieve greater success, health, prosperity, among others through the work you do and actually sign them up for the next opportunities available that you offer to improve their lives. - How do we save more lives?
Be the mission
Mission participation means better results and less attrition. When this goes well, you will get lengthy and voluminous feedback on strategies to reach the community and end up taking down the names of the many people they want you to call who need your help.
Programs like these allow you to really enjoy your practice more, make a deeper impact on your patient’s lives, and allow business ownership to get easier and easier like it is supposed to year upon year.
Most entrepreneurs groan when they realize that over the last five to ten years, due to the hustle and bustle of business, they did not create the 25-50 warriors a year or 250 powerful people that could currently be working with them.
Let’s look to the future. Don’t let engagement take care of itself! Let’s get to work and intentionally build lifetime patients, clients, and members through options like VIP programs.
Have fun saving the world
Dr. Ben
