Have you ever bought a new car and suddenly you become aware that the same type of vehicle seems to be everywhere on the road? You don’t recall noticing them before but now you see the same car everywhere. The cars did not magically appear, they were there all along you just didn’t notice.
This is called the Tetris Effect. It’s not that the company produced more cars, and more people bought them, but just that you probably didn’t recognize that the number of these specific autos had been there all along, and it is only now that you are aware of their presence.
In this fashion, it seems what you want to believe or think about comes about. If we believe that there are not enough clients or people won’t pay for our services or even if we are afraid of failing, all those beliefs are going to interfere with our ability to build our clientele and make money in our businesses.
If you think you can, you can. If you think you can’t, you can’t. Either way, you are right. If you have one of those beliefs, take a moment and ask yourself, “Is that belief really true?”
And then ask yourself, “If it is true, then what is it costing me to have that belief; what would it be like to not have that belief; and what is the turnaround of that statement?” For example, if you’re thinking no one is going to pay for my services, it will cost me clients, money, frustration, and sadness.
And just what if the opposite is true, that you have all the clients and money that you want and that you’re happy, fulfilled and generating the income that you desire?
The turnaround statement would be to realize that there are many clients who are willing to pay for my services and once you start believing that, your situation will turn around.
So, I suggest that you write down all the beliefs that don’t serve you and turn them into the positive of what does serve you so that you can have the success that you want in your business.
Because of the nursing shortage as well as widespread burnout, a recent study shows that reducing nursing staffs by ten percent (10%) could result in nearly 11,000
deaths in the hospital each year. We know that poor staffing leads to poor care. However, until now, I had not seen it quantified in any study.
This was a retrospective study from 6.6 million patients treated in 2019. The researchers looked at the number of RNs in the hospitals and reviewed both patient outcomes and satisfaction ratings.
At that time, nurses made up over three-fourths (76.5%) of hospital staffs. If that number were to fall by just ten percent (10%), the chances of a patient dying in a hospital would increase seven percent (7%) and of dying within thirty (30) days of discharge increases by four percent (4%)!
It’s sad to see now that only the sickest patients are hospitalized, and those treating facilities are in a hurry to send them home. Something needs to be done to improve working environments for RNs to reduce understaffed shifts and address the problem of an ever-increasing number of burnouts.
Replacing RNs with non-RN staff is dangerous to patients. Alternative hospital staff models are a poor return on investment for hospitals because even though they save on labor costs, the outcomes are not as good. [See University of Pennsylvania School of Nursing Study]
Remember the days of team nursing? Are we walking back to that?
Although this study shows there are enough registered nurses and no evidence of a shortage, the problem is that there are not enough RNs in acute care settings.
I’m not sure what the answer may be, but I know that something must be done to improve the situation because people do not come to hospitals to die!
Some hospitals have come up with a creative idea to offer nurses a sabbatical to decrease burnout. Can a sabbatical really transform your professional and personal and professional life?
The way some hospitals do sabbaticals is by transferring the nurse to a lower acuity unit for a couple of months. No nurse likes to float so I am not sure how nurses feel about this change but it does give them a break from the stressful environment. Taking a sabbatical might seem like an indulgence or an impossible luxury in our demanding profession.
Some nurses who are burnt out simply take a sabbatical on their own. Giving yourself permission to do this is hard for many nurses. We feel called to continue to provide patient care and to out colleagues even if we are burned out. By taking a sabbatical, you will:
1. Rediscovering Passion
During a sabbatical, you have time to reconnect with why you became a nurse my time away, I had the chance to reconnect with the core of why you became a nurse in the first place. You will have time to travel, volunteer or even do mission work and take classes unrelated to nursing. These experiences will reignite your passion for healthcare and broadened your perspective. You will return to my role with a renewed sense of purpose and enthusiasm that you have not felt in years.
2. Healing and Self-Care
We spend so much time caring for others that we often neglect our own well-being. Your sabbatical will allow you to focus on my health—both physical and mental. You can practice mindfulness, exercise regularly, and indulge in hobbies maybe ones from childhood that you had long forgotten. This period of self-care can help you recover from the cumulative stress and fatigue, and return to work more resilient and vibrant.
3. Personal Growth
A sabbatical is not just a break from work; it’s a journey of personal growth. You can learn new skills, meet incredible people, and discover strengths you didn’t know you had. These experiences enrich your life and, unexpectedly, make you a better nurse. You will find yourself more empathetic, more patient, and more innovative in your approach to patient care. Your probably saying how can I take time off like this? How can you afford not to? Your well being and career are at stake if you need a break and don’t take it.
4. Strengthening Relationships
During your sabbatical, you can reconnect with family and friends, strengthening bonds that had been stretched thin by your demanding schedule. These relationships are the backbone of your emotional support, and nurturing them can be incredibly fulfilling. You will return to work with a stronger support system, which made a huge difference in how you handle stress and challenges.
5. Inspiring Others
Perhaps the most surprising outcome of a sabbatical is the inspiration you will provide to your colleagues. Taking this bold step, you can then encourage others to consider their own needs and well-being. It can spark conversations about work-life balance and the importance of self-care, fostering a more supportive and understanding work environment.
If you’re contemplating a sabbatical, here are a few tips to help you make the most of it:
· Plan Ahead: Work with your employer to ensure a smooth transition. Many hospitals and healthcare institutions are becoming more supportive of sabbaticals as they recognize their long-term benefits.
· Set Clear Goals: Decide what you want to achieve during your sabbatical. Whether it’s rest, learning, or travel, having clear objectives will make your time off more meaningful.
· Embrace Flexibility: While planning is important, allow yourself the freedom to explore unexpected opportunities. Sometimes the most profound experiences are unplanned.
· Stay Connected: Keep in touch with your colleagues and the healthcare community. This will make your return smoother and help you stay informed about any changes in your absence.
Here is a great book called Safari for the Soul written by nurse Jan Boal about her year sabbatical and you can get it on Amazon. Remember that taking time for yourself is not a sign of weakness, but a testament to your strength and wisdom. A sabbatical is not just a break; it’s a journey towards becoming the best version of yourself. By investing in our own well-being, we can return to our calling with renewed vigor, ready to provide the exceptional care our patients deserve.
Nursing is a profession built on trust, compassion, and rigorous standards. When a nurse faces disciplinary action, it can have significant repercussions, both professionally and personally. One common concern is how long this disciplinary action remains on a nurse’s license. Understanding this is crucial for nurses aiming to navigate their careers post-disciplinary action.
Types of Disciplinary Actions
Before delving into the duration disciplinary actions remain on a nurse’s license, it’s essential to understand the types of disciplinary actions that can be imposed. These can vary but generally include:
1. Reprimand or Censure: A formal action like a slap on the wrist that is a matter of public record but does not restrict the nurse’s practice.
2. Probation: The nurse can continue to work but under specific conditions and supervision.
3. Suspension: The nurse is temporarily prohibited from practicing.
4. Revocation: The nurse’s license is taken away, and they can no longer practice nursing.
5. Fines: Monetary penalties that may accompany other forms of discipline.
6. Remedial Education: Requirement to complete additional education or training.
Duration of Disciplinary Actions on a License
The length of time a disciplinary action remains on a nurse’s license can vary significantly depending on several factors, including the severity of the offense, state regulations, and the specific circumstances of the case. Here’s a closer look at the general guidelines:
1. Reprimands: Typically, a reprimand remains on the nurse’s record permanently but may become less significant over time. Some states may allow a reprimand to be expunged after a certain period, provided there are no further violations.
2. Probation: Probation periods can last anywhere from one to several years. Once probation is successfully completed, the disciplinary action is often noted as “completed” but remains on the nurse’s permanent record.
3. Suspension: The length of a suspension can vary widely. Even after the suspension period is over and the nurse is reinstated, the fact that a suspension occurred is generally a permanent part of the record.
4. Revocation: If a license is revoked, it’s a permanent mark. However, some states allow nurses to reapply for licensure after a certain period (often several years), but the original revocation will still be part of their historical record.
5. Fines and Remedial Education: These actions are typically tied to other forms of discipline, and their impact on the nurse’s record can depend on whether they are accompanied by probation, suspension, or other measures.
State Variations
It’s important to note that regulations and practices vary from state to state. For instance, for example:
· California: Disciplinary actions are generally public and can be accessed through the California Board of Registered Nursing’s online verification system. Actions like revocation, suspension, and probation are permanent entries.
· Texas: The Texas Board of Nursing maintains disciplinary records permanently on their online verification system.
· Florida: In Florida, disciplinary actions are also permanent public records. The Florida Board of Nursing provides detailed records of any disciplinary action taken.
· Kentucky: In Kentucky, public records of a nursing board matter of a reprimand may be expunged under limited circumstances.
Expungement and Sealing of Records
In some states, there is a process for expunging or sealing disciplinary records, though this is often limited to less severe actions. This process generally involves a formal request and demonstration of rehabilitation and compliance with nursing standards since the action.
Impact on Employment
Even when disciplinary actions remain on a nurse’s license, it’s important to recognize that their impact can diminish over time, particularly if the nurse demonstrates ongoing professionalism and adherence to standards. Employers may consider the context and time elapsed since the action when making hiring decisions. In addition, it is important to add whatever mitigating factors you can to the Settlement Agreement so it is reflected in the Final Order so people who look at it see the totality of you as a nurse not just this particular situation.
Moving Forward After Disciplinary Action
For nurses who have faced disciplinary action, there are several steps to take to move forward positively:
1. Compliance: Adhere strictly to any conditions set forth by the nursing board. Follow them as if your life depends on it, your career does!
2. Education: Engage in continuing education to stay current and demonstrate commitment to the profession.
3. Professionalism: Maintain high standards of practice and professional behavior.
4. Support: Seek support from professional organizations, mentors, or peer support groups to navigate the period post-disciplinary action.
Conclusion
Disciplinary action on a nurse’s license can be a challenging hurdle, but understanding its duration and implications can help in navigating the aftermath. While such actions often remain on record permanently, their impact can be mitigated through ongoing professionalism, compliance, and a commitment to maintaining high standards of nursing care. Each state’s regulations will have specific nuances, so it’s vital for nurses to be familiar with their local board of nursing’s policies. By staying informed and proactive, nurses can continue to build a rewarding career even after facing disciplinary actions.
Many nurses are feeling the strain of long shifts, bureaucratic hurdles, and an overwhelming workload. Imagine channeling your medical expertise into a new career path that offers flexibility, independence, and lucrative opportunities. Legal Nurse Consulting (LNC) might just be the answer. Here’s why starting a business in legal nurse consulting is one of the easiest and most rewarding ventures for nursing professionals.
Leverage Your Existing Skills and Knowledge
Attorneys hire nurses for their nursing knowledge, not their legal knowledge so you already have everything you need to do this. If I gave you a medical record and asked what was done that should not have been done or what was not done that should have been done and did it cause harm. For example, as a nurse, you have a patient that develops pressure ulcers, the first thing you are going to check is if the patient was turned. You already possess the critical skills and medical knowledge necessary for legal nurse consulting. Your background in patient care, medical procedures, and healthcare systems provides a solid foundation. Unlike other business ventures that require learning entirely new skills, LNC allows you to build on what you already know. This familiarity with medical terminology and procedures makes the transition smoother and more intuitive.
Minimal Startup Costs
Starting a legal nurse consulting business requires relatively low initial investment. You don’t need a brick-and-mortar office or expensive equipment. Most of your work can be done remotely with a computer, a reliable internet connection, and basic office supplies and a word processing program. Eventually you may want to get Adobe Pro software to make electronic medical records review easier with the additional tools.
Flexible Work Environment
One of the most appealing aspects of legal nurse consulting is the flexibility it offers. You can work from home, set your own hours, and take on as many or as few cases as you wish. This flexibility is particularly beneficial for those looking to balance work with family commitments or other personal interests. You are in control of your workload and schedule, which can significantly reduce the stress often associated with traditional nursing roles.
High Demand for Expertise
The demand for legal nurse consultants is steadily growing, due to the nursing shortage. I call this job security. Lawyers and law firms frequently need expert opinions on medical cases, ranging from malpractice lawsuits to personal injury claims. Your ability to interpret medical records, provide professional insights, and if you don’t want to be a testifying expert, you can work behind the scenes. This high demand translates to abundant opportunities and a potentially high income.
Professional Satisfaction and Impact
Legal nurse consulting allows you to continue making a meaningful impact in the healthcare field. You can help ensure justice is served in medical-related legal cases, which can be incredibly fulfilling. Many LNCs find that their work leads to improvements in healthcare practices and policies, contributing to better patient care and outcomes in the long run.
Networking and Growth Opportunities
Starting a business in legal nurse consulting opens doors to a vast network of professionals in both the medical and legal fields. Engaging with attorneys, healthcare providers, and other consultants can lead to further opportunities for collaboration and growth.
Certification
Being certified as an LNC is not necessary. Many attorneys do not know what this is.
Conclusion
Legal nurse consulting is an excellent business opportunity for nurses seeking a change from traditional clinical roles. It leverages your existing expertise, requires minimal startup costs, and offers a flexible and rewarding career path. With the growing demand for medical legal expertise, now is the perfect time to consider this fulfilling and potentially lucrative venture. Embrace the opportunity to make a difference in the legal and healthcare systems while enjoying the benefits of running your own business.
Please join me for a free webinar Monday June 3, 2024 at 8pm est 5pm pacific on How to Quit Your Day Job by Becoming a Legal Nurse Consultant. EmpoweredNurses.org/newLNC
As nurses, we often feel the pull to further our education and pursue advanced degrees. The allure of increased knowledge, better pay, and enhanced career opportunities is strong. However, it’s important to remember that an advanced degree isn’t the only path to a fulfilling and successful nursing career. Here, I want to explore why you might choose to forgo an advanced degree and still thrive in your profession.
1. Personal Fulfillment and Career Satisfaction
Nursing is a diverse field with numerous opportunities for personal and professional fulfillment. Many nurses find deep satisfaction in direct patient care, forming close relationships with their patients, and making a tangible difference in their lives. For some, the hands-on nature of bedside nursing provides a sense of purpose that might be diluted by the administrative and academic focus of advanced roles. Even the APRN role has limited patient contact as you only have 10 minutes to assess, plan, intervene and evaluate.
2. Work-Life Balance
Pursuing an advanced degree often requires a significant time commitment, which can be challenging to balance with personal responsibilities. Whether you’re raising a family, caring for loved ones, or simply valuing your personal time, it’s important to recognize that advanced studies can significantly impact your work-life balance. Many nurses find that maintaining a balance between their professional and personal lives without the added pressure of school allows them to be more present and fulfilled in all areas.
3. Financial Considerations
Advanced degrees come with substantial costs, including tuition, books, and potential lost wages from reduced working hours. It’s essential to weigh these financial implications against the potential increase in salary. For some nurses, the return on investment may not justify the initial expenses, especially if they are already comfortable in their current roles and salaries. In fact, there are places where RNs make more than APRNs. The cost to attend school to obtain a Master’s for an NP on average is it $81,810 to $169,510 for the education. Average time to pay off these loans is 8-19 years. The average salary for NPs is $124,680 or $59.94 per hour according to the Bureau of Labor Statistics. Compared to the average salary of an RN $89,010. Is it worth $35,000 more given the time it takes to pay off these loans?
4. Job Satisfaction in Current Role
Many nurses find that they are already in roles that they love and where they make a significant impact. If you are happy and fulfilled in your current position, it might not make sense to pursue an advanced degree. Job satisfaction is a crucial aspect of your overall well-being, and if you’re content with your current responsibilities and the environment, pursuing further education might not be necessary.
5. Alternative Career Development Opportunities
There are numerous ways to advance your career and expand your knowledge without pursuing an advanced degree. Consider attending workshops, obtaining specialty certifications, or participating in continuing education courses or even starting your nurse owned business. These options can provide targeted knowledge and skills that are directly applicable to your current role, often with less time and financial investment than a degree program.
6. Contributing to the Profession in Other Ways
Advanced degrees often lead to roles in management, education, or research, which are crucial but not the only ways to contribute to the nursing profession. Many nurses make substantial impacts through mentorship, advocacy, or by being exemplary role models in their clinical practice. Your contribution to nursing is valuable, regardless of your educational level.
7. Listening to Your Passion and Intuition
Ultimately, the decision to pursue an advanced degree should align with your personal and professional goals. Listen to your intuition and consider what truly excites and motivates you. If your passion lies in patient care, community health, or another aspect of nursing that doesn’t require an advanced degree, honor that passion. Your dedication and enthusiasm will shine through in whatever path you choose.
In conclusion, while advanced degrees offer many benefits, they are not the right choice for every nurse. It’s essential to consider your personal circumstances, professional goals, and overall well-being when making this decision. Remember, your worth and impact as a nurse are not solely determined by the letters after your name but by the care and compassion you bring to your patients every day.
The National Council of State Boards of Nursing (NCSBN) recently released its much-anticipated annual survey results, providing a comprehensive snapshot of the current state of the nursing profession in the United States. These findings offer valuable insights into the experiences, challenges, and sentiments of nurses nationwide, revealing critical issues that need addressing to ensure the sustainability and effectiveness of healthcare systems.
Key Findings of the NCSBN Annual Survey
1. Staffing Shortages and Workload Increases: One of the most pressing issues highlighted in the survey is the persistent shortage of nursing staff across various healthcare settings. This shortage has led to increased workloads for existing nurses, often resulting in extended shifts and mandatory overtime. The survey found that nearly 70% of respondents reported working more hours than they would prefer, leading to concerns about burnout and job satisfaction.
2. Burnout and Mental Health Concerns: The impact of the COVID-19 pandemic on nurses’ mental health continues to be significant. The survey revealed that over 60% of nurses experienced symptoms of burnout, such as emotional exhaustion and depersonalization. Additionally, a considerable number of nurses reported experiencing anxiety and depression, with many feeling unsupported in their efforts to seek mental health care.
3. Wage and Compensation Issues: Despite the increased workload and emotional toll, many nurses feel that their compensation does not reflect their contributions. The survey indicated that a significant proportion of nurses believe their wages are not commensurate with their responsibilities and the risks they undertake, particularly in high-stress environments like intensive care units and emergency departments.
4. Workplace Violence and Safety: Alarmingly, the survey highlighted that workplace violence remains a serious concern. Nearly half of the respondents reported experiencing some form of violence or aggression in the workplace over the past year. This issue underscores the need for more robust policies and interventions to ensure nurses’ safety and well-being.
5. Professional Development and Career Advancement: Opportunities for professional growth and development remain a critical factor in job satisfaction. However, the survey revealed that many nurses feel there are insufficient opportunities for continuing education and career advancement. This lack of development prospects can lead to decreased motivation and increased turnover rates.
Many nurses think continuing their education will help. However, it costs an average of $81,810 to $169,510 for the education. Average time to pay off these loans is 8-19 years. The average salary for NPs is $124,680 or $59.94 per hour according to the Bureau of
Labor Statistics. Compared to the average salary of an RN $89,010. Is it worth $35,000 more?
Addressing the Challenges
To tackle these issues, a multifaceted approach is necessary. Here are some potential strategies based on the survey’s findings:
1. Improving Staffing Levels: Healthcare institutions must prioritize hiring and retaining sufficient nursing staff to alleviate the burden on current nurses. This may involve offering competitive salaries, signing bonuses, and creating a positive work environment that encourages retention.
2. Supporting Mental Health: Providing accessible mental health resources and support systems is crucial. Employers should offer programs such as counseling services, stress management workshops, and peer support groups to help nurses cope with the demands of their profession.
3. Ensuring Fair Compensation: Reevaluating compensation structures to ensure they reflect the realities of the nursing profession is essential. This includes considering hazard pay for high-risk environments and ensuring regular wage increases to match the cost of living and inflation.
4. Enhancing Workplace Safety: Implementing stringent safety protocols and providing training on handling aggressive behavior can help reduce instances of workplace violence. Additionally, institutions should have clear reporting mechanisms and support systems for nurses who experience violence.
5. Promoting Professional Development: Investing in continuing education programs and creating clear pathways for career advancement can help nurses feel valued and motivated. Institutions should offer scholarships, tuition reimbursement, and opportunities for specialization and leadership roles.
Conclusion
The NCSBN annual survey serves as a crucial barometer for understanding the challenges faced by nurses today. While the findings highlight significant issues, they also offer a roadmap for healthcare institutions, policymakers, and nursing organizations to improve the profession’s landscape. By addressing staffing shortages, supporting mental health, ensuring fair compensation, enhancing workplace safety, and promoting professional development, we can create a more sustainable and fulfilling work environment for nurses, ultimately leading to better patient care and outcomes.
As we move forward, it is imperative that we listen to the voices of nurses and take concerted action to address their concerns. The future of healthcare depends on a thriving, resilient nursing workforce.
As a nurse with years of experience, I’ve witnessed firsthand the transformative power of technology in healthcare. I was a nurse when dinosaurs roamed the earth! We wore whites and did not have electronic charting. From advanced diagnostics to cutting-edge treatments, there’s no denying that artificial intelligence (AI) has revolutionized many aspects of our field. Yet, despite its promise and potential, there’s one thing AI will never be able to replace: the human touch.
Nursing is as much an art as it is a science. It’s about more than just administering medications or following protocols; it’s about connecting with patients on a deeply personal level, providing comfort, compassion, and support during some of the most vulnerable moments of their lives. While AI may excel in certain technical tasks, it simply cannot replicate the empathy and intuition that define our profession.
One of the most beautiful aspects of nursing is the relationships we build with our patients. We’re not just caregivers; we’re confidants, advocates, and allies in their journey towards healing. We listen to their concerns, address their fears, and celebrate their triumphs alongside them. This level of emotional support goes beyond what any algorithm could ever provide.
Furthermore, nursing is a dynamic and ever-evolving field that requires adaptability and critical thinking skills. While AI can certainly assist in data analysis and decision-making, it lacks the capacity for creative problem-solving and nuanced judgment that comes from years of experience and human intuition. In complex and unpredictable situations, it’s often the human nurse who can navigate the uncertainties and make split-second decisions that can mean the difference between life and death.
Another crucial aspect of nursing that AI can’t replicate is cultural competence and diversity. Every patient is unique, with their own beliefs, values, and backgrounds. Effective nursing care requires an understanding of these differences and the ability to tailor our approach accordingly. While AI may be programmed with vast amounts of medical knowledge, it cannot truly understand the intricacies of human diversity or provide culturally sensitive care.
Finally, there’s the issue of trust. Patients place their lives in our hands, and that trust is built on a foundation of human connection and empathy. While AI may be able to perform certain tasks with precision, many patients may feel uncomfortable or even frightened by the idea of being cared for by a machine. In moments of distress or uncertainty, it’s the reassuring presence of a human nurse that provides comfort and reassurance.
In conclusion, while AI undoubtedly has its place in modern healthcare, there are certain aspects of nursing that are uniquely human and can never be replaced by technology. Our profession is built on a foundation of compassion, empathy, and human connection – qualities that no algorithm can ever replicate. As nurses, let us embrace technology as a tool to enhance our practice, but let us never forget the invaluable role that we play in the lives of our patients.
Finally, mandatory minimum staffing was passed for long-term care by the Federal Government. I have been harping about mandatory minimum staffing for years and finally, legislation was passed at a Federal level, but only for long-term care. I always wondered why California, which is the only state now along with Oregon, which is the second state in the nation to adopt mandatory nurse staffing ratios did not apply to long term care. I wondered why they did not include long-term care. I am so glad that finally mandatory minimum staffing is required for long-term care facilities. The law will be implemented over three years and over five years for rural areas. Ninety-four (94%) percent of nursing homes were not meeting at least one of the proposed staffing requirements.
Residents are now required to receive 3.48 hours per patient day of care and they must have an RN on site 24 hours a day 7 days a week. It will be interesting to see how these long term care facilities comply. If they don’t, the cost is huge with because they could lose funding. It will be interesting to see how these long-term care facilities improve staffing and I expect to see a dramatic improvement in care when residents are getting the hours of service that they need. I would love to hear your thoughts in the comments below.
Unlike nursing, where our patients come with the room, we are now tasked with the need to market our services and promote ourselves. It is really not as daunting as it may seem. I look at sales as a service and that I am conferring a benefit onto the people who I work with. It is up to them to make a powerful choice whether they want to work with me or not. When you can solve the potential client’s problem and share the value and benefits of your product or services, people say “YES.”
Nurses may struggle to effectively promote their services and acquire clients, especially if they lack experience in marketing and sales (which most nurses do!). However, the good news is that we can learn these skills just like we’ve learned our nursing skills.
Many of us have negative connotations of sales. We look at sales like one of those sleezy used car salesmen who are trying to push an unfit product or, in this case, a vehicle down our throats.
However, I look at selling differently. I look at selling as a service. I look at sales as a service. In fact, I prefer to use the term enrolling. You are always enrolling or being enrolled. Think about when your friend says, “Oh, I want to go to this Thai restaurant, it is fantastic!” And you say, “I would really prefer Italian. Why don’t we try the Italian place?” Each of you is enrolling each other into your vision of a great dinner. You’re going to have either Thai or Italian. One of you is enrolling the other and the other is being enrolled.
Enrolling is the process of helping people see the value and benefits of your service so that they can make an informed choice. Your job is to stay unattached to whether they choose your service or not. Your job is to help them make an informed decision of eithr
a powerful yes or a powerful no. Allowing them to stay in indecision, just prolongs the person’s pain.
By doing this, you’re not taking advantage of anyone, but you are helping serve them for their highest good. If you are a sleep coach, think about what a blessing it is for a new mom to finally get a good night’s sleep. If you are a health coach, think about what a blessing it would be for your client to reverse their diabetes. If you are a legal nurse consultant, what a blessing it would be for your attorney-client to know they have a case that they can defend their client.
Here are my 5 steps to closing the sale:
Step 1: Assess
Step 2: Plan
Step 3: Intervene
Step 4: Overcome Objections and Secure Commitment
Step 5: Exchange and Accept Payment Step 6: Congratulate
Step 1 is to Assess. Just like in nursing, we must assess our potential clients to ensure we can fill a need. Be thorough in your assessment and make sure they are the right fit for your services. Ask your clients about their situation. What problem do they need to solve? What’s working and not working for them?
Step 2 is the Plan. You’re planning a solution to their problem. How will your business be the solution to the problem? This is the prescription. Recap what they’ve told you. That helps to clarify and to validate that they’ve been heard.
Step 3 is to Intervene. Share the solution to the problem, and ask them how it would change their life if their problem were solved. This is where you give. You give by offering your solutions, any freebies or discounts, and again show your value and how your solution will solve their problem.
Most people buy based on emotions. Get them into their hearts about what their life would be like when their problem is solved. By doing that, it brings them right back into their heart where they can feel the future joy and relief from achieving the outcomes that you will help them achieve.
Step 4 is to Overcome Objections. Listen to their objections and show the value you offer. If you get rejected, respond professionally and remember it doesn’t mean they won’t change their mind in the future. “No just means “next opportunity.”
Go under their objection. Is it really true? Many people say they don’t have money. Does that mean they are not going to be able to eat? Or are they choosing to spend their money elsewhere. If they really have money, then they most likely don’t see the value in your services. Share more of the value.
If they say they don’t have time to participate in your program. Is that really true? Do they have time to eat and brush their teeth? The answer is probably yes. We all have the same 24 hours in the day. It is how we use our time that makes the difference. Again, they most likely do not see the value in your services. Go back to the pain this problem is causing and the cost of not solving the problem them and share more of the value of your services.
Step 5- Exchange and Accept Payment. Accept credit cards or payment. Don’t put it off for another time, you want to do this when they commit. You want to secure payment and exchange their credit card information so you can get them signed up. Don’t wait, get them committed now and at stake with a financial investment. It’s a good idea to have some payment software accounts set up initially.
I have taken hundreds of free programs and honestly didn’t do much with them. When people don’t pay for your service, they do not have a stake in getting the outcome that your services can provide. It’s not a good idea to give your services away for free.
Step 6: Congratulate! The last step is to celebrate and tell them what a great choice they’ve made. Really reinforce what a great decision they made by choosing your services and how you will do everything you can to help them.
I hope this demystifies the process of closing the sale. Your job is to listen. That’s it: listen! Be the doctor and assess the problem. You can ask questions to help them get in touch with the pain their problem is causing them.
I have a few spots for an exclusive mentorship. If you would like to see if it’s right for you, lets chat and I will be the doctor! CallwithLorie.com
